How to Make It Super Easy for Your Team to Be Active on LinkedIn

I was recently talking with a marketing person at a Microsoft Dynamics partner who had a familiar frustration: he knows his company should be more active on LinkedIn. His salespeople know it. Leadership knows it. He has reminded them, encouraged them and made it as easy as possible.

And still, not much happens.

That conversation gave me an idea. Maybe instead of telling your sales team, “You need to be more active on LinkedIn,” we need to make the assignment much more specific.

What if you gave each salesperson a list of five LinkedIn posts from their top prospects and simply said: These are the people involved in the deals you want to win. Engage with them this week.

This is how I think that could work.

Start With Your 90-Day Pipeline

Don’t start by looking for interesting people on LinkedIn. Start in your CRM.

Look at the opportunities in your 90-day pipeline and identify the deals that matter most. Then look at the contacts associated with those opportunities. Who is the decision-maker? Who is influencing the decision? Who is your salesperson already talking to?

Next, look those people up on LinkedIn.

Are they active? Have they posted recently? Are they connected to the salesperson who owns the opportunity? Do they follow your company page?

Now you have something useful to give your sales team.

Instead of sending an email saying, “Please remember to be active on LinkedIn this week,” you can send something like this:

Opportunity	CRM Owner	Prospect	LinkedIn Action
ABC Manufacturing	Sarah	VP of Operations	Comment on this post
XYZ Distribution	John	CIO	Send connection request
Contoso	Sarah	IT Director	Like and comment on this post
Fabrikam	Mike	CFO	Invite to follow company page
Northwind	John	Operations Director	Comment on this post

Tie the assignments to whoever owns the opportunity in your CRM. If Sarah owns the opportunity, Sarah gets the LinkedIn actions associated with the people involved in that deal.

Ideally, you want them to leave a thoughtful comment. A comment creates an opportunity for an actual interaction.

There can be an additional benefit to commenting too. A good comment isn’t necessarily seen only by the person who wrote the original post. LinkedIn can distribute conversations more broadly, and recent LinkedIn algorithm research indicates that comments that generate genuine replies and discussion can receive additional visibility. That means your salesperson could potentially become visible to other people following or participating in that conversation too.

But don’t turn this into an assignment to write five generic “Great post!” comments every week. The goal is five genuine interactions with people associated with opportunities you want to win. Add something useful, ask a genuine question or acknowledge something interesting in the post.

And don’t make perfection the enemy of participation. If all you can get someone to do is click Like, I’ll take it. That’s better than doing nothing.

The important thing is that you aren’t asking them to spend 30 minutes scrolling through LinkedIn trying to figure out what to do. Marketing has already done the research. All they need to do is click the link and engage.

Give Each Person Five Actions a Week

I would keep the list short.

Give each salesperson five LinkedIn actions per week, based on the opportunities they own in your CRM. The goal isn’t to turn your salespeople into LinkedIn influencers. It is to help them stay visible to the specific people they are already trying to do business with.

And if your company owner or CEO is one of the people you are trying to get more active on LinkedIn, do the same thing for them. Give them five specific people and five specific actions.

The more specific you make the request, the more likely it is to happen.

You Don’t Need Sales Navigator, But It Can Make This Easier

You can absolutely test this idea using regular LinkedIn. Pull your top opportunities from your CRM, look up the contacts manually and see who is active.

If you decide this strategy is working, LinkedIn Sales Navigator can make the research easier because you can create lead and account lists, use more advanced search filters and receive alerts about activity from saved leads and accounts.

As of 2026, LinkedIn lists Sales Navigator Core starting at $119.99 per month or $1,079.88 per year for an individual license. You don’t necessarily need to buy licenses for the entire sales team. Marketing could start with one Core license and use it to do the prospect research and build the weekly action lists.

Check LinkedIn Sales Navigator plans and pricing for current pricing and options.

Try This After Your Next Trade Show Too

I think this could be especially effective after a trade show such as Community Summit.

You come home with a list of people who visited your booth, attended a session or had a good conversation with your team. Those names get entered into the CRM, everyone goes back to work, and pretty soon the excitement from the event starts to fade.

Instead, take your best trade-show prospects and look them up on LinkedIn.

Who is active? What are they posting about? Are your salespeople connected to them?

For the next two or three weeks, include those people on your LinkedIn action lists.

The goal isn’t to make a sale because someone left a brilliant comment on a LinkedIn post. It is to make sure your company and your people don’t disappear between sales conversations.

If a prospect keeps seeing your company name, your salesperson’s name and perhaps your CEO’s name in relevant places, you are continuing the relationship even when you aren’t actively talking about the sale.

Stop Asking People to “Be More Active on LinkedIn”

That request is just too vague.

Give them the people. Give them the posts. Give them the links. Tie those actions directly to opportunities they already care about winning.

Then all they have to do is engage.

If you’re an ERP/CRM Software Blog member, this is also a good time to look at how you’re using your AMPLIFY benefits. We can help keep your company’s content visible on LinkedIn and engage with the posts your team is already publishing. Combine that with a focused prospect-engagement strategy from your own sales team, and LinkedIn becomes much more than another place to broadcast your latest blog post.

And if you try the five-prospect LinkedIn list with your sales team, let me know how it works. I would love to hear the results.