The process of creating, storing, organizing, optimizing, and delivering sales materials or sales collateral used by salespeople throughout the sales cycle is known as sales content management.
Effective sales content management enables salespeople and teams to rapidly and effectively locate relevant material. Sales content management is essential for the success of any sales enablement plan, and sales enablement platforms may assist in automating some content management procedures.
Here are some suggestions for improving your sales content management system:
- Ask your Sales Team
- Assess your Sales Collateral
- Aggregate Your Content
- Assimilate/integrate Your Content into your CRM
- Activate Content Tracking & Analytics
Here is a little more information on these steps below.
Ask Your Sales Team:
Sit down with your sales staff to discuss what they believe to be effective sales material and what sales content needs to be changed or enhanced. Discover if they can access, find, and exchange material with prospects. Use this time to talk about your content strategy and what they consider should be expanded upon with your sales staff.
You could discover that some of your sales team’s “popular” or often utilized sales content is either out-of-date or off-message. Additionally, if your sales staff is having trouble finding what they want or need, they can attempt to solve the problem through their efforts by producing content that is off-brand and not approved by marketing. Speaking with your sales staff is the finest way to improve your content strategy before using a sales content management system.
Assess Your Current Sales Collateral:
Before you begin creating a bunch of new sales collateral for your sales content management system, take a look at what you already have. Examine all of your existing sales material to see what is still useful and what can be changed and improved, as well as what should be scrapped.
You should also analyze your content and asset availability for each step of the sales process for each buyer persona that your team targets. From there, you can then work with your sales team to produce content to fill in the gaps.
Aggregate your content:
Organizations with poor content management frequently have their sales content scattered across the many numbers of different repositories and portals. However, centralize it in one spot and arrange it into categories or sales taxonomy that makes sense to your sales crew and the way they sell, if you see that your content is scattered.
Assimilate/ Integrate with your CRM:
Salespeople spend the most time in client Relationship Management systems( CRMs) than any other software. Since sales crews are involved with CRMs regularly throughout their day, inciting them to use your sales content on the same platform is a smooth way to motivate your crew to use your sales collateral. Integrating your sales content management system with your CRM will offer your sales crew access to content right within their workflow extending content adoption/ usage and enhancing sales performance.
Activate content tracking and analytics:
By applying content tracking and analytics, you can boost your productivity and effectiveness by utilizing insights from real-time data on how your sales content is being used. You can collect usage data to produce custom reports that give insights into how your sales crew is utilizing the content and your salespeople will be capable of seeing how prospects are connecting with the content that has been shared with them. From there, you can use this data to modify or change your content strategy moving ahead.
You can also create data driven sales enablement strategy for this purpose. Using a sales enablement tool, such as Content Camel, can also prove to be highly advantageous in this regard.
Final Thoughts
One of the foundations of a valid sales system is sales content management. A solid sales content management system handles the most significant aspects of sales enablement. They are, building up sales productivity, boosting recruit onboarding, developing sales content strategy, and multiplying client conversion. In this rapidly- modifying world, you need to be on the front foot. A sales content management system enables you to be both quick and calm.