Test Your Collateral
Posted: Mon Jan 06, 2025 4:33 am
Testing, reviewing, and refining your collateral should be done regularly, especially to account for new products or a change in brand positioning.
Test new collateral with your sales team and collect their feedback. The process will help you point out key areas for improvement and clarify your content to better meet the needs of your target audience and your sales team. Some steps you might take to test and refine your collateral include:
Speaking with your sales team on what works and what doesn't
Analyzing your data and metrics to calculate the effectiveness of your updated or new material
Refining and streamlining your messaging and visual offerings to align botim database with your target audience's pain points and needs
Train and Support Your Team
Once you've built some incredible sales enablement collateral, it's time to use it to train and support your sales team. Make sure you offer detailed and engaging instructions on how to present and utilize the new material.
Offer workshops or training sessions to help your reps understand and feel confident using the new materials. Make sure that everyone has access to the new materials and provide updated versions for any enhanced collateral. Streamline their sales process by removing or archiving outdated pieces of content so that there's no room for confusion.
The Sales Leader's Guide to Selling: Download Your Free Copy
Measure the Results of Your Collateral
To ensure your sales content is doing what it’s supposed to do, measure its impact on your team, with prospects, and the health of your overall pipeline. Take a look at data and metrics, such as:
Increased conversion rates
Shorter sales cycles
Improved win rates
These numbers will help you determine the effectiveness of your new content. Solicit feedback from your sales reps and customers, too, as it provides a proven way to identify where you may still need to improve.
Test new collateral with your sales team and collect their feedback. The process will help you point out key areas for improvement and clarify your content to better meet the needs of your target audience and your sales team. Some steps you might take to test and refine your collateral include:
Speaking with your sales team on what works and what doesn't
Analyzing your data and metrics to calculate the effectiveness of your updated or new material
Refining and streamlining your messaging and visual offerings to align botim database with your target audience's pain points and needs
Train and Support Your Team
Once you've built some incredible sales enablement collateral, it's time to use it to train and support your sales team. Make sure you offer detailed and engaging instructions on how to present and utilize the new material.
Offer workshops or training sessions to help your reps understand and feel confident using the new materials. Make sure that everyone has access to the new materials and provide updated versions for any enhanced collateral. Streamline their sales process by removing or archiving outdated pieces of content so that there's no room for confusion.
The Sales Leader's Guide to Selling: Download Your Free Copy
Measure the Results of Your Collateral
To ensure your sales content is doing what it’s supposed to do, measure its impact on your team, with prospects, and the health of your overall pipeline. Take a look at data and metrics, such as:
Increased conversion rates
Shorter sales cycles
Improved win rates
These numbers will help you determine the effectiveness of your new content. Solicit feedback from your sales reps and customers, too, as it provides a proven way to identify where you may still need to improve.