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Sales Reps Will Use Your Marketing Content

A major client performed a Green Belt study and found that their sales reps were only using 5% of the material produced by marketing. This was a major warning sign and call to arms for management.

Because when marketing content lies idle and unused, it means reps are underprepared (lacking the proper collateral for meetings and presentations), overcompensating (wasting time and resources creating rough-and-ready sales materials) and underperforming (missing out on critical opportunities to communicate, convert, engage, differentiate and win revenue). (more…)