6 Sales Navigator Features That Aren’t Ready For Prime Time (Yet)

Last week I wrote about the 9 Sales Navigator Features that I like, and that make Sales Navigator a worthy investment for me. This week, the features and quirks that I wish LinkedIn would either optimize or euthanize.

The Social Selling Index

The Social Selling Index measures the amount of different types of activity you engage in on LinkedIn. LinkedIn decides what’s important. My take is that just  because you can do twenty things on LinkedIn doesn’t mean that you should be doing all twenty and weighting them equally.

Saving people as leads

Being able to save people as leads in order to follow their posts and articles is a really good idea. With Sales Navigator you can save hundreds of people and companies as leads. But trying to use Sales Navigator to follow the activity of a large number of people is hopeless. You can only sort your Sales Nav homepage feed like you can on free LinkedIn – by “recent” activity or “most important” activity. Guess who decides what’s important? LinkedIn, not you.

Saving people as leads is a great idea. Call me when LinkedIn figures out the execution.

What gets shown in Search results

This is an odd one and maybe I am splitting hairs here, but when Sales Navigator shows you search results, for each person you see:



Current Position

Years in current position


Meanwhile, the same person shows up in a free LinkedIn search as:



Current position

Profile headline


The difference being Sales Navigator shows me how long the person has been in their current position, while free LinkedIn shows me their headline. Personally, I get more info from a headline than from time in current position.

Sales leads suggested for you

In the Sales Navigator account setup, you can specify your preferences for sales leads, that is people in certain industries, locations, company sizes and job functions. Sales Navigator will then “suggest” people as leads that meet these criteria. But I think this is way too broad. To be practical I think it needs keywords too. I have yet to have someone suggested that I would want to follow up with.

Separate message inboxes for Free LinkedIn and Sales Navigator

You have a message inbox in free LinkedIn and a message inbox in Sales Navigator. The integration of the two consists of a little red flag in your free LinkedIn message inbox which (very inconsistently) indicates if you still have messages waiting in Sales Nav. This leaves you with having two different inboxes where you can never remember which one had the conversation in it that you need to refer back to. What would you think if your company gave you two separate email inboxes, each of which would have some of your conversations for each person you traded emails with ?


Sales Navigator doesn’t show some activity

I have seen many instances where a profile in Sales Navigator will show no activity for someone, yet that same profile in free LinkedIn has posts and comments and likes associated with it. I pay for Sales Navigator, yet the activity information displayed on free LinkedIn is more complete. Why?

So that’s the downside. But I hold faith that LinkedIn will eventually fix those last five features. When Sales Navigator first came out, it looked like LinkedIn just took the human resources product, slapped a new coat of paint on it and called it Sales Navigator. A money grab.  Now my opinion is that while Sales Navigator is missing some opportunities and still doesn’t integrate as well with free LinkedIn as I would like, if you are a sales professional it can definitely pay for itself.

With all that I have said and written in these two articles, I trust I have given some of you considering Sales Navigator some ideas to think about. And for those of you that already use Sales Navigator, something to argue about (I can see the Social Selling Index crowd massing at the gates with torches and pitchforks already).

If you are considering Sales Navigator, just use this litmus test: if you can name the specific Sales Navigator feature or features that you feel will make a difference in your work performance, then giving it a try is worthwhile. Sign up for a month or two and try it. But if you are just kind of vaguely wondering if Sales Navigator would help you, you are not there yet. Save your money.