Your sales assets are crucially important to your sales enablement strategy. They’re the pieces of content your reps are actually using to communicate with prospects and enable more sales.
So do you know what those assets are doing? How they’re being used? How they’re performing?
Top level overview….
Most sales enablement software should give you a top level overview of your sales assets, in a main user dashboard, or in your sales assets folder.
You should instantly be able to see:
- How many pieces of content you have enabling sales
- What types of content you have
- How often they’re used / shared by sales reps
- How they perform, with details like:
- click through rates
- average time spent
- average pages viewed
- And most importantly, how your assets are actually driving sales… i.e. which assets, when shared, are more likely to result in a closed deal.
These are all the essential, top level analytics that your sales enablement software should show you.
But can your software give you much greater insight and even more value, like Data Dwell?
… or deep, granular metrics?
Overviews are great, they – by definition – give you a quick top level view of everything. A look at the big picture. But they don’t tell you the full story.
That’s why, to really know what your sales assets are doing, you need to be able to drill into them.
If you want to know which are your best performing, which could do with improving and which need to be swapped out, you need to drill deeper into more granular metrics.
You need to look at how each type of asset and each individual asset performs – both generally and in specific scenarios.
For example, you’ll want to know:
- Does a certain asset perform better depending on the industry or the job title of a prospect?
- Do some types of assets work better when shared at the start of a sales cycle or the end?
- Does one specific piece of content all but guarantee a closed deal, if the prospect reaches page 5, or watches for more than a minute?
- Do some assets perform better when they’re shared by one sales rep over another?
These are just some of the scenarios where granular metrics for each and every asset in your sales enablement strategy can give you real, valuable insight into how your content is performing.
Get the full picture on the content in your sales cycles
When you have that deeper insight into your sales assets, you can make informed decisions on where improvements can be made.
You’re equipped with the real-world knowledge of how your current content is performing, and will have the confidence to advise your marketing teams on what changes need to be made.
And you’ll have the understanding to encourage sales reps to make more use of the right sales assets in the right situations.
The first step is making sure you’re using sales enablement software like Data Dwell that gives you the deeper, granular metrics on your sales assets that you need. The second is putting those metrics to good use.