Home » Sales » 7 Sales Content Metrics That Matter Most

7 Sales Content Metrics That Matter Most

Before sales enablement solutions, it was difficult—if not impossible—to track what salespeople shared with prospects. With sales content in one place, instead of spread across many sources (including rogue content created on an ad-hoc basis), the marketers creating and/or managing that content now have insight into what happens behind closed meeting doors. Though since this is a relatively new development (some sales enablement tools aren’t even sales meeting-ready yet), it can be difficult to hone in on what metrics to track for sales content.

Let’s start with the most straightforward metric: give the people what they want! You’ll find things you expect, like a product brochure or a company one pager. But you might find that a majority of your sales reps are using something less expected, like one particular testimonial video or a PDF that hasn’t been updated in awhile. From there, marketers can use those metrics in a few different ways, including:

Your sales content strategy wouldn’t be complete without knowing the collateral that’s sitting dust-covered in the cloud. The answer to why might be as simple as sales reps not knowing it exists, either because it has unintuitive naming and tags. Marketers need to remember that salespeople don’t think of content in the same way as they do, so if your sales presentation software pulls from your enterprise storage solution, organize it in a sales-friendly way. Other reasons content gathers cobwebs:

Make sure to do an audit of your sales content as often as you audit your website; your goal is to have every piece of content used, whether that means cutting superfluous content or nursing underdeveloped content.

Before sales enablement solutions, it was difficult—if not impossible—to track what salespeople shared with prospects. With sales content in one place, instead of spread across many sources (including rogue content created on an ad-hoc basis), the marketers creating and/or managing that content now have insight into what happens behind closed meeting doors. Though since this is a relatively new development (some sales enablement tools aren’t even sales meeting-ready yet), it can be difficult to hone in on what metrics to track for sales content.

Good marketers know their top marketing KPIs and metrics. With the ease of marketing automation and web analytics, there’s no good excuse for not having those metrics on hand to develop your programs and prove their worth to executives. Not to mention, there are many resources for the best KPIs to track. Now, the time for excuses when it comes to measuring the effectiveness of sales content is coming to a swift end too.

All our posts are curated for you by the guys at http://www.mindyourownbusinessuk.com  we scour the web finding posts to enhance your small business and improve your day-to-day. The Mind Your Own Business Revolution; agitate dinosaurs, avoid extinction and evolve your business.

About mark@jmgassociates.com

Check Also

How to Make Money by Giving Everything Away

How to Make Money by Giving Everything Away http://ift.tt/2kOVLdm Make money by giving things away …