Your sellers optimise for what gets measured. Nobody measured posting.
You told the team to be active on LinkedIn. Two people tried for a fortnight, and nobody has posted since. Sellers do what gets counted, and nothing in that fortnight counted posting, so it lost to the pipeline sitting in front of them.
€ 299/month flat · 5 seats included · Cancel anytime · 90-day ROI guarantee
Team Health Check
Publishing activity in the last completed calendar week.
Healthy (Active)
7 Users
Pending Sync
2 Users
Inactive
1 Users
Creator Activity Matrix
How do you get your sales team to actually post on LinkedIn?
By treating it the way you already treat every other activity on the team. Four things have to exist, and the reason nothing happened last time is usually that none of them did:
- A number. Posts per person per month, said out loud. Be active on LinkedIn is not a target, and a seller cannot tell whether they are currently meeting it.
- Somewhere that number is visible. To the team, not only to you. A seller who can see where they sit against the rest of the team behaves differently from one reporting privately upward.
- A weekly read on who has stopped. Somebody who has not posted in two weeks is a short conversation. Somebody who has not posted since March is a relaunch, and relaunches are expensive.
- Drafting that costs minutes. Your reps can talk for an hour to a buyer and freeze in front of an empty text box. That gap is about format rather than knowledge, and it is where a willing seller quietly becomes an inactive one.
Disclosure before we go further: we build Authira, one of the tools in this category. The four conditions hold whether you buy anything or not, and three of them you could run on a spreadsheet this quarter. What a tool changes is the standing cost of keeping all four running once the novelty is gone.
One limit belongs up here rather than in the small print, because for a sales team it is the entire question. Authira does not attribute pipeline. It does not track clicks, and it does not connect to your customer relationship management system. What it gives you is that your reps actually post, consistently, in their own voice, and that you can see who is doing it. The meetings show up in your CRM, not in ours.
If post-to-pipeline attribution is what you are shopping for, this is the wrong page, and nothing further down it will change that. The closest instrument that exists is the source field your reps already fill in after a call, and no tool in this category improves on it.
Why the instruction did not take
You read the first attempt as a discipline problem. It is worth testing that reading against how the rest of the week works, because your team responds to measurement extremely reliably. That responsiveness is the trait you hired for, and posting arrived carrying none of it.
| What you asked for | What it produced | The version that holds |
|---|---|---|
| Be more active on LinkedIn. | A fortnight of effort from the two people who were going to do it anyway, and nothing at all from everyone else. | A stated number. Four posts a month per seller, agreed out loud, in the same tone you would use to agree a call target. |
| Post about our expertise. | An open text box on a Thursday afternoon, in front of someone who has a call in twenty minutes. | A draft that starts from what that seller already knows: the objection they answered yesterday, or the question three buyers asked this month. |
| I will check in on how it is going. | A check-in during month three, by which point two people had quietly dropped out and restarting them had become a much larger ask. | A weekly read on who published and who did not, so the conversation happens while the person still counts themselves in. |
| This matters for the pipeline. | A loss to quarter-end, every quarter, because everything else the team is measured on sits closer to the number than this does. | Posting counted as an activity in its own right, next to calls and meetings booked, rather than justified by an outcome nobody can trace back to it. |
One version of this is worth naming on its own, because it is the most common one in companies under fifty people. You post yourself, it works, and nobody has copied you. That is not a motivation gap in your team. You have a reason to publish that none of them has, because the outcome lands on you directly, and demonstrating the behaviour does not transfer that reason to somebody paid on a quota. What transfers is a number they are accountable for, and a draft that does not cost them an evening.
This page will not hand you a figure for how far reply rates have fallen. The numbers circulating on that question are almost all published by companies selling outbound tooling or software in this category, ourselves included. None of the ones we checked traced back to a method you could inspect. You already hold the only dataset that settles it for your business, which is your own reply rate across the last eight quarters.
What keeps it running when the quarter gets busy
Four mechanisms, and the first is the one that was missing last time. None of them is a promise about your team. They are the parts of the problem a tool can hold, which leaves the parts that need you standing in front of somebody clearly marked.
A target the whole team can see
A shared monthly post target, visible to every member rather than to admins only. It is the smallest possible version of the thing that was missing, and on its own it changes more than the drafting does.
Drafts that start from their own week
Each seller sets up their own expertise topics and stored anecdotes, then generates three drafts per request in their own voice, with an idea generator for the weeks when nothing surfaces. Minutes, rather than an evening.
A leaderboard, if your team is a team for it
Consistency streaks and a ranking carrying colleagues' names, alongside the collective reach, visible to every member rather than to admins only.
Who stopped, this week
The health check lists every seller with posts in the last completed week, their streak and the date of their last upload, sorted so whoever needs attention sits at the top. It is the screen at the top of this page.
Team Motivation
Streaks, team goals & shared momentum.
18 weeks in a row
weekly goal: 10 posts
Team Activity
What you can measure, and what you cannot
You have sat in a meeting where impressions were presented instead of an answer about revenue. That is a reasonable place to have arrived at, and it is worth saying plainly that the headline number this product reports is a reach number.
| The question | Where the answer lives | Answered here |
|---|---|---|
| Are my sellers posting at all? | Team health check: posts per person in the last completed week. | Yes |
| Is it consistent, or was it a fortnight? | Consistency streaks, read against the monthly team target. | Yes |
| How many people saw it? | Each seller's own LinkedIn analytics export, uploaded by them. | Yes, once they upload |
| What would that reach have cost as paid media? | Earned media value, at a fixed € 34 per thousand impressions. | Yes, as a valuation |
| Which post produced that meeting? | Your CRM, if the rep who took the call wrote it down. | No |
| Which deal closed because of LinkedIn? | Nowhere cleanly, in this tool or any other. | No |
The last two rows are the ones that decide whether you should be on this page at all. What you are buying is consistency and visibility, measured: the top of the social selling funnel, and only that. If it is the bottom of it you need measured, buy something else.
There is a version of this measurement problem you solved years ago, on a different activity. You do not ask a call target to prove revenue. You manage calls as an input, on the reasonable belief that a seller making none will miss the number. You check that input weekly, because the output arrives far too late to steer by. Posting is the same shape of activity, and it fails for the same reason cold calling would fail if it were only ever reviewed at quarter-end. Managed as an input it is measurable this week. Asked to be an output it stays unmeasurable for as long as you own it.
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June 2026
Network Growth: Last 6 Months
The one figure the product converts into euros is earned media value: the team's impressions priced at what the same reach would have cost as paid media, at a fixed € 34 per thousand impressions. Be exact about what that is if you carry it into a board meeting. It is a valuation of reach and it is not revenue, and the first person who asks how it was calculated will establish that inside a minute, so it is better said by you first.
A reach number, described as a reach number, survives the meeting. The same number described as pipeline does not, and it takes the program down with it. The model behind the figure is set out in earned media value, and the screen itself sits on the reporting page. You can produce the estimate for your own team size before buying anything, with the earned media value calculator.
Which figures are worth putting in a report at all, and which are noise, is argued out in the guide to advocacy metrics. If the budget for this would sit with marketing rather than with you, the case they make is a different one and it is on the marketing page.
Can you just put it on their targets?
You can set a monthly post target and see who is meeting it. That much is in the product, and it is the honest half of the answer. Whether you tie it to a review, a bonus or a quota is a decision about your culture, and it is yours rather than ours to make.
One consequence is worth weighing before you do. A post written to clear a quota reads like a post written to clear a quota, and the buyers you are trying to reach are the people most practised at recognising it. Teams under a posting quota tend to meet it by publishing something, and something is not what earns the reply you are after.
The middle ground most teams settle on is a target that is visible and unenforced. The visibility does most of the work on its own, because a seller who can see that four of six colleagues published this month does not need a policy to feel the gap.
Two adjacent questions come up here and neither is answered on this page. What you can reasonably ask employees to publish, and how to write it down, is in posting guidelines for employees. Where the activity data is processed and how long it is kept is on the data privacy page. If your company has an employee representation body, the conversation runs further than a sales team usually needs to go, and it is covered on the page about launching a program.
What your reps actually have to do
Your reps are not the ones who have to like this, which is worth knowing before you brace for that argument. They open it, ask for drafts on something they already know, pick one, edit it and paste it into LinkedIn. The health check and the reporting screens are yours rather than theirs.
Setup is four questions and one tone setting. That profile attaches to everything they generate afterwards, so drafts arrive sounding like them rather than like a company account. What the drafting looks like in practice is on the content assistant page, and if the problem is subject matter rather than wording, LinkedIn post ideas has a section written for sellers.
One dependency will decide whether your reporting is worth reading. There is no connection to LinkedIn. Every seller downloads their own analytics export and uploads it. A rep who drafts in the tool but never uploads is invisible in your dashboard. A team that will not do the upload produces a reporting screen that understates the work instead of measuring it. Ask about that habit before you buy seats, because it is the failure mode nobody demonstrates.
What Authira does not do
Worth reading before you build anything on top of it. These are design decisions rather than gaps waiting to be filled, and any one of them is a good reason to buy something else.
- No pipeline attribution. This is the one that ends most sales evaluations, so it goes first. There is no click tracking and no lead tracking, so what the product reports is activity and reach. It cannot tell you which post produced a meeting, and it will not be able to.
- No integrations of any kind. Your CRM, Sales Navigator and any outbound sequencing tool stay entirely separate from this. Nothing the product produces arrives inside the systems your team already has open.
- No sign-off before publication. There is no approval workflow and no admin view of drafts. Unpublished drafts are readable only by their author, enforced in the database rather than by a setting. Guardrails work preventively instead: terms from your blacklist are flagged while somebody writes, and the author decides.
- No scheduling and no auto-posting. Whoever wrote the draft pastes it into LinkedIn from their own account, at a time they choose.
- No LinkedIn API connection. Every seller downloads their own analytics export and uploads it, and keeps doing so. This is the operational risk in a sales team, not a footnote.
- No reminders and no nudges. The product never emails a seller to tell them to post. Chasing stays your job, informed by the health check rather than replaced by it.
- LinkedIn only. No second network, and nothing that touches paid.
- It is not an agency. Nobody here writes the posts, runs the program or has the conversation with the seller who stopped.
- Built for roughly 3 to 30 people, self-managed. A sales team of 3 to 15 sits comfortably inside that. If the plan is 50 or more from day one, enterprise administration starts to matter and we compare that market openly.
€ 299/month flat · 5 seats included
5 seats included · Cancel anytime · 90-day ROI guarantee
See full pricingGetting a sales team posting: FAQ
Can I see which meetings came from a LinkedIn post?
No, and it is worth being suspicious of any tool in this category that says otherwise. Authira has no click tracking, no CRM connection and no attribution model that maps a post to an opportunity. What you get is the input side: who published, how often, and how much reach it earned. When a buyer mentions a post on a call, that reaches your CRM the way every other source does, because the rep wrote it down.
How many posts a month should I ask a seller for?
Four, and that number is doing real work rather than being a round figure. A follower sees a fraction of what anyone publishes, so a seller posting twice a month is in the feed too rarely for anyone to form an impression. Four is roughly weekly, which is where a name starts to feel familiar to people who have never replied to anything. Make the target the same for everyone and visible to the team, because an unstated expectation is what produced a fortnight of effort last time. A seller holding four a month for six months beats one who publishes twelve times in January and stops.
Should posting be part of a rep's targets or compensation?
You can set a monthly post target in Authira and see who is meeting it. Tying that to a review or a bonus is a decision about your culture rather than a product setting, and it carries a predictable cost. A post written to clear a quota reads like a post written to clear a quota, and the buyers you want reading it are unusually practised at spotting that. Most teams get further with a target that is visible and unenforced, because a seller who can see that four of six colleagues published this month does not need a policy to feel the gap.
Does it connect to our CRM or Sales Navigator?
No. Authira has no integrations of any kind, and that covers your CRM, Sales Navigator, outbound sequencing tools and the LinkedIn API alike. A finished draft leaves the product the way it arrived, by being copied out and pasted into LinkedIn by its author. The analytics come from an export each seller downloads and uploads themselves. If your requirement is that this lives inside the stack your team already works in, that requirement is not met, and it is not on the near roadmap either.
My reps say they have nothing to write about. Does this fix that?
Partly, and the part it fixes is usually the real one. Sellers rarely lack material, because they spend the week answering objections, explaining the same thing to different buyers and hearing what the market is worried about. What stops them is the empty text box and the question of what a post is supposed to look like. A draft that already exists in their own voice moves that further than encouragement does. Each seller sets up their own expertise topics and generates drafts from them, with an idea generator for the weeks when nothing surfaces. What it will not do is have opinions on their behalf.
What does this cost for a team of five sellers?
Authira is € 299 per month flat with 5 seats included, so five sellers is € 299 per month with nothing added. Those 5 seats are a floor, so a team of three pays the same as a team of five. Further seats are € 49 per month each, so a team of 10 is € 544 per month. The useful comparison is what you already pay per seat for the rest of your sales stack, not a marketing budget. Billing is monthly and cancellable, and the price is published rather than quoted, so it can go into a request before anyone speaks to us.
Does marketing need to be involved before we start?
Not for the tool to work, and often yes for the money. In a company with both a marketing lead and a sales lead interested in this, the budget usually sits with marketing. The case they make for it is a different one: reach and a recognisable voice across the whole company rather than visibility for the sales team. If something is already running there, adding sellers costs less than starting a second thing, and the seats are the same seats. If nothing exists yet, a sales team is a workable place to start, because the group is small, already measured on activity and comfortable being visible.
Keep reading
- What social selling actually is: the practice, how it differs from employee advocacy, and what the Social Selling Index does and does not measure.
- LinkedIn post ideas: eight post types with a section written for sellers, for the reps who freeze at the empty editor.
- If marketing holds the budget: the same product, argued from brand coherence rather than from seller visibility.
- The earned media value calculator: a euro figure for the reach a team of your size would produce, before you commit to anything.
Find out in one call whether this fits
It is a short call if you need attribution, and a useful one if you do not. Either way you will know within half an hour, which is quicker than a trial would tell you. Flat € 299 per month, 5 seats included, cancel any time.
5 seats included · Cancel anytime · 90-day ROI guarantee
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