For many organizations, not following compliance standards can be costly, resulting in financial consequences and reputational damage. In highly regulated industries like financial services, it’s crucial to ensure sales content compliance. However, constant changes to these requirements exacerbate the compliance challenge.
Manual approval workflows complicate compliance for marketers, especially in organizations that manage hundreds or thousands of content assets. Fielding requests for personalized content or content approval from sellers is also time-consuming and difficult to scale. Manual processes are no longer sufficient for maintaining compliant content, and mistakes open up organizations to risk. Marketers need a tool that can handle the complexity of compliance.
The solution: Sales content management software
Sales content management systems help solve compliance challenges by providing sellers with up-to-date, on-brand, and compliant materials. This technology allows sellers to personalize content for prospects while ensuring that everything stays within compliance guidelines.
Here’s how sales content management software ensures that sellers share compliant materials:
1. Establish a library of relevant and compliant content
With sales content management software, marketing departments can curate a library of compliant content for sellers. Content enablement makes it easy for sellers to search for and locate relevant, pre-approved sales materials. Compared to sellers creating their own—possibly non-compliant—content, this is a much safer option for organizations. A sales content management system also lets marketers provide sales support materials to help reps use content more effectively and close more deals.
Establishing a single source of truth for content reduces risks and saves reps time. It also helps marketers realize the maximum value for their investment in creating content. A study by the Content Marketing Institute and LinkedIn revealed that 80% of content typically goes unused by sales. By ensuring that content is accessible to sellers, marketers often see increased adoption of their approved, compliant assets.
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2. Provide flexible content personalization
Of course, reusing the same content for every prospect is not an effective way to go to market. Sales content management software lets marketing teams create templates that sellers can customize for prospects while keeping other content compliant.
For example, a healthcare company might create a template for a sales one-pager about a new drug, with sections that can be personalized for each prospect. This ensures the content is compliant while giving sellers the flexibility to insert relevant information for each customer or prospect.
Instead of spending hours creating new content, sellers can personalize existing, approved content in a way that’s engaging and relevant to their prospects. This reduces the administrative burden on the rep, enabling them to spend more time selling and driving revenue.
3. Create custom user groups and permissions
A sales content management system helps with compliance by allowing organizations to create user groups and set permissions. This ensures that only authorized users can access and use content. For example, a company might limit access to pricing sheets to trained sellers to prevent incorrect sharing.
For highly regulated industries, permission controls can be especially useful. Marketers have the flexibility to give reps as much or as little editing control as they’d like, preventing materials from being changed in a way that violates compliance guidelines.
The new way to manage content compliance
Adhering to compliance standards is essential for any company, especially those in highly regulated industries. Failure to do so can result in hefty fines, reputational damage, and lost customers. Seismic’s sales content management system removes the need for manual tracking and reduces errors by providing a centralized library of relevant sales enablement content. Reps can easily personalize content while marketers can set user groups and permissions to control access and ensure only the right people see the information.
To learn more about our sales enablement tools and how we deliver sales content management, get a demo today. Or, check out the frequently asked questions below.
FAQs about sales content compliance
How can sales content management software help with regulatory compliance?
Sales content management software ensures compliance by providing a centralized library of pre-approved content. This allows sellers to easily access and use materials that meet industry standards. Features like user groups and permissions control access and prevent unauthorized changes while maintaining compliance and content personalization.
What should I look for in a sales content management system to ensure it supports compliance?
Look for features such as a centralized content library, flexible content personalization options, and robust user permissions. Ensure it handles compliance requirements specific to your industry and provides tools for easy content management and approval workflows.
How can I ensure my sales team uses compliant content effectively?
Implement a sales content management system that provides up-to-date, compliant materials and allows for easy personalization. Regularly update the content library to reflect the latest compliance standards, train your sales team on using the system, and monitor usage to ensure adherence to guidelines.
