Sometimes, we do puzzles by Jameel Winter | CC BY 2.0
Efficient and modern businesses automate everything from emails to social media to nurturing leads. But when it comes to picking up the baton and walking into a sales meeting, sales reps are often left to do all the legwork for unique and often unpredictable meetings. That’s a lot of pressure when it’s impossible for every rep to be a top performer. In fact, only one-third of salespeople meet their quota.
No, the answer isn’t to automate sales; in-person sales interactions aren’t going away and it’s that consultative touch that elevates both your sales force and your brand above the competition. The answer is to empower your front-line reps with both consistency and flexibility. Below are some key ways you can make sales content add consistency into your sales process and help more sales meetings lead to more closed deals.
Consistency through streamlined distribution
This seems easy enough, and in theory, it should be. But in reality, you have emails with outdated brochures, a content management system with five versions of a generic slide deck (in three different folders), or a salesperson who can’t pull up your company’s videos on his outdated tablet.
If the wrong materials come up (for example, a brochure for a different product), a great salesperson can recover if they realize the issue and then bring up the right materials. It’s harder to recover if they don’t know that they’ve even conveyed the wrong information to the customer (for example, last year’s pricing) or can’t find the right content to correct the mistake. Remove the unpredictability and variability of how people deal with the unexpected by making the most up-to-date content accessible to your entire sales force in one place.
Consistent use of only the most relevant and impactful content
So, why exactly are your top salespeople so good? Salesmanship? Pizzazz? Chutzpah? There are a lot of words you could use that are all equally difficult to teach. Despite that, the rest of your team can learn a lot from your top reps; for one, the flow of a meeting.
The days of popping in a PowerPoint and droning on to your prospect is over. Top salespeople will pepper their conversation with a mix of content best suited for that particular meeting. You must know what content your most successful salespeople access and how they access it. With that data, your company can make top content easier to find for the rest of your sales force. You can then proceed to optimize and update the most-used content. If sales reps can’t find good content, they’re going to create their own, and is that how they should be spending their time?
By that same token, you can find out why some content isn’t getting used, and either cut it or freshen it up. Remember, having a consistent sales process doesn’t mean having a stagnant one.
This consistency translates not just to better customer interactions, but more time saved for your reps. When your sales force isn’t wasting almost a third of their time searching for and creating content, they have more time to hone their selling skills and perfect the craft.
With SalesKit, you can elevate your entire sales force, including your top performers. Our solutions put your newest and best content in the hands of your sales reps in one place, on any device. And with Custom Themes, you can enable your team to access your best content contextually on a beautiful, branded interface.
I invite you to check out the brief video below on how SalesKit’s Custom Themes can bring together your best content for a customer experience that’s consistent, but more importantly, engaging.
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