Your company has a lot of “stuff.” From sales decks to ebooks to infographics, it may seem impossible to keep track of everything, let alone understand how each piece of content is being used by sales. Creating, distributing, updating and personalizing content is time-consuming and often a thankless job, especially when you consider that 90% of marketing collateral isn’t even used by sales. This could be due to many factors, including content being out of date, or too difficult to search for, or irrelevant. When sales reps are spending 30 hours searching for content, it might be time to improve the organization of your content.
Your marketing team probably has a few places where collateral is saved and uploaded for all members of your organization to download and use. As you continue to produce content, the organization of these materials is increasingly more important. Making sure that content stays organized and searchable even as you scale is crucial for sales efficiency and effectiveness.
Four questions you should be asking yourself when organizing your content:
- Do teams within your organization go to multiple/different sources for their content?
- Are there more than 4 places that content is stored within your organization?
- Are there multiple people/teams responsible for maintaining the organization of content sources?
- Do your sales reps often complain about not being able to easily find content?
If you answered yes to any of these questions, you may need to assess your content organization processes. Consolidating your content to one location or storage system is a good place to start; ensuring that all teams and individuals have access is an important consideration as well. Organizing content so that is easily searchable will take away sales’ headache of wasting time searching for and creating new content.
This is just one of many ways you can improve your marketing team’s sales support processes. For more, please click the banner below for Seismic’s Marketing Content and Sales Support Assessment.