Being a successful sales leader isn’t easy. The role is a number of critically important jobs rolled into one: proven seller, relatable coach, business strategist and effective manager. Typically you’re managing the quotas of geographically dispersed teams and individuals, who come from different backgrounds and skill levels, and you must find a way to efficiently assist all team members with meeting their predetermined goals. Whether this is setting meetings, closing deals or growing business, you are responsible for the success of your team, and if you don’t succeed, it could mean the end of the road for you and/or your team members.
While you are ultimately responsible for your team’s success, there are a number of company-wide, fundamental roadblocks that may be hindering sales effectiveness. Interdepartmental cooperation—especially between sales and marketing—is imperative to break down these barriers.
One of these major roadblocks is disorganized sales content.
You already understand the importance of your sales reps using the right sales content in the right situations. But this can be a difficult feat when your sales content is scattered across multiple repositories, folders, and sites all throughout your company. Your reps already have a difficult time choosing the best collateral for certain sales conversations, but this pain is heightened when they must search numerous repositories for the right content. When sales reps are spending up to 30 hours a month searching for sales content, it’s time to change the way they are searching.
Your reps may also not find what they need because it doesn’t exist. Most of the time, companies have general, attention-grabbing content for the beginning of the sales cycle, and feature-based content for the end. This leaves a massive gap in the middle of the funnel, where prospects are evaluating solutions in parallel to their specific needs.
When sales reps don’t have the right content to support interactions with prospects, they come off as unprepared and inattentive. According to Forrester, 78% of executive buyers claim salespeople don’t have relevant examples or case studies to share with them. Don’t let this be your buyers’ experience. If your reps have the most exact, relevant sales collateral at the right time, they are more likely to have a valuable conversation and help prospects understand their own problems and how to solve them, leading to more deals won.