How much time should sales reps spend on LinkedIn?

If your SDR or sales rep is spending hours on LinkedIn each day, you might think they are wasting time. The reality: That's not always the case. Some sales reps thrive on socials, but there are signs to look out for.

Author

James Hanzimanolis
May 26, 2025

In partnership with

No salesperson should start their career in social selling.

That’s not because social selling is a waste of time. This entire newsletter advocates for it; we literally enable sellers to do this.

But social selling is only for the veterans. Noobies who haven’t established a facility for selling still have to earn their stripes. And it’s my opinion that you can earn your stripes in 3 different places:

  1. Door-to-door sales

  2. High volume call centers

  3. In-person sales (like the kiosk guys at the mall)

On paper, sales seems easy. But in practice, it’s so incredibly complex and nuances… even the gurus can’t agree on what works or what doesn’t. Literally - go pick up 3 sales books at Barnes & Noble, they’ll all teach completely different tactics.

New reps need to figure out what works for them. Only way to do that is through (A) high pressure environment, and (B) high volume.

My biggest pet peeve is seeing sellers afraid to hit the phones dibble-dabble on LinkedIn, copy-pasting the same message to dozens of prospects.

Earn those stripes.

With love,
James Hanzimanolis

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