A sales content audit is a comprehensive examination of an association’s sales content, whether on the website or in a Google Drive folder.

The resources that assist your sales team in closing deals are the primary focus of the sales content audit. Your team will be ready to assist prospects at any stage of the sales funnel after completing a content audit.

Salespeople need to have the right content at the right time to keep the conversation going.

Understanding the Requirements of Your Outreach group

A content audit can assist you with finding the assets your sales team needs to succeed. Before you begin, it is essential to comprehend what your sales team requires and establish objectives for your efforts. Energetic misalignments and wasted effort are no-gos in the current rapid environment.

One of the best ways to get in touch with your sales team is by sending them short surveys.

Insightful responses to questions about the content’s accuracy, organization, and conversion can help your audit. Moreover, you will get input on which parts of the sales funnel need improvement.

The following inquiries should be posed by your sales team:

• Are sales materials organized well and easy to find?
• What types of resources typically form the basis for your calls?
• What kinds of materials lead to frequent conversions?
• Which documents are out-of-date or incorrect?
• Which pieces of content contain useful information but fail to convert visitors?
• Which resources typically complement one another well?
• Which issues should the new materials aim to address?
• How can the buyer’s experience be enhanced?

Setting Goals for Your Sales Content Audit

You can keep your focus on sales enablement by setting goals for your audit.

If you are aware of the pages or areas where customers leave your website, it will be easier for you to create content that resonates with your audience. To ensure that a review makes full use of assets, always tie your review objectives to your primary business goals.

Because marketing content goals, like those found in SEMRush, and sales content goals are frequently distinct, your key performance indicators (KPIs) need to match the improvement you want to see with your sales team.

At the best companies, sales and marketing will work closely together on this, but sales will still use the assets differently (more at the bottom of the funnel, less at the top).

Consistency and precision in the content are two excellent reasons to conduct a substance review.

By reviewing each piece of content, you can prioritize updating outdated information to ensure that customers are aware of the most recent and essential information about your product or service. By introducing new product features and updated features, this can help retain existing customers and attract new ones.

After clearly defining the objectives of your audit, it is now time to begin gathering the content you already have for review.

Creating a Sales Content Inventory

It is essential to examine each piece of content that is provided to you because your outreach team is using digital books, one-pagers, and blog posts to guide prospects through the sales funnel.

Personal experiences and resources motivate the majority of salespeople. Those clearly demonstrate what might and might not sell well.

If your marketing team regularly audits websites, asking for a list of marketing assets from the audit can make some of the inventory process easier.

Numerous marketing content audits focus on public content, such as blog posts and website content. It’s possible to overlook your sales team’s internal battle cards and decks during these evaluations. In this manner, a survey of marketing materials won’t show you all that you really want to be aware of.

It is essential to search for value in each channel and folder when categorizing your assets. One-pager examples, digital books, whitepapers, contextual investigations, battlecards, introductions, and online courses are all examples of such assets.

You keep track of every piece of content that your sales team might use during this first review step, allowing you to evaluate their suitability.

Once you have found all of your content, you will need to organize it and use the feedback from your sales survey. From that point on, you will have a complete picture of how well your content is performing and any potential opportunities to take advantage of.

Organizing Your Existing Content

To coordinate your existing content in accordance with your objectives, create a content map that makes complete sense of each piece, including the relevant funnel stage, personas/ideal client profile, and vertical concentration.

Utilizing a template for a sales content inventory spreadsheet makes it simple to begin using the content map. You can quickly determine which groups don’t respond well to your product or where there isn’t enough material.

In this manner, you won’t have to go through each and every piece of information that really matters to you. Consider the following scenarios when creating the template:

• Going through each folder and data center is a good place to start organizing your content.
• Create a category for each type of content, such as ebooks, webinars, blogs, and so on, to update the funnel stage column for each piece of content.
• Keep up with the sharing format or channel, the target audience, and the industry for which the content is written.
• Last but not least, give each piece of content a score based on how useful it is, how accurate it is, how often people use it, how many people convert, and other relevant factors.

These scores can be used to determine which components perform best, which materials should be altered to fit the brand’s or product’s current focus, and which materials should be discarded.

By asking your sales team about the content they use, you can accurately score your content. To organize and better use your sales materials there are many technologies you can use. Check out this list of top sales enablement tools.