The purpose of a sales content library
The sales content library is where your sales reps can find all the material that they need to have effective client meetings. Almost all companies have a digitized sales content library nowadays, e.g. with solutions like Dropbox and SharePoint, but far from everyone has a well-functioning sales content library that effectively puts sales reps in contact with the right content at the right time.
What often happens in corporate drives is that content gets lost in the clutter. There might be a lot of valuable resources available to the sales team in your Dropbox solution, but if it is hard to find or they do not even know about it, it does not help much. So instead of wasting time creating content that no one is using, get a sales content library in place that your sales team will use in their everyday.
Managing a sales content library
Understand your buying process: First, you need to know what content your buyers are interested in at different stages of the buying journey. Then you can identify what kind of marketing content that enables sales, what relevant content you already have, and what else you need to create.
Ask your sales team: It is imperative to collaborate with your sales team, since they are the main users of your sales content library. Ask them what they prefer to present prospects and clients with in meetings and if there is anything that they are missing in your sales content library.
Categorize your content: There are multiple ways to categorize your content in folders and sections. You can start out with dividing content into two; content that is used internally (e.g. training and qualification schemes) and content that is used externally (e.g. sales presentations, case stories and brochures). Externally used content can be categorized according the buying stage it is relevant to, the industry it concerns, the buyer persona it concerns etc. It again depends on what your sales reps request - make it as easy for them as possible to find what they need.
Add extra info to the content: Adding just a little information and keywords to the content description can help your sales reps quickly identify what is relevant to them. Just make a brief description of what the piece of content is and what context it is used in, so sales reps will not have to open and view every piece of content to find what they need.
Notify sales reps about new content: When you add new pieces of content to your sales content library or make updates, then ensure that your sales reps are made aware of it. There are multiple ways of communicating this. If you have a mobile sales content library, you might be able to send push messages to the relevant sales reps. In that way you can keep the communication in the same space as the content, which is user-friendly and encourages your sales reps to access your sales content library.
You can apply these best practices to the management of your Dropbox or SharePoint solution, but it is hard to maintain order in drives and intranets. The main reason for this is that such solutions are team-oriented and inherently collaborative: They allow everyone to add content, edit content and move content around. This means that sales reps can just do what they want with content, if they for some reason find it troublesome to use the solution the way you intended it to be used.
This situation can be avoided by employing a sales enablement platform like Napp. Among other things, Napp provides you with a sales content library that you manage centrally. In the platform you can upload all your sales material, which then becomes accessible to your sales reps in an app. You can segment content access, customize the look of the app and send out push messages to ensure that your sales team always use relevant and updated content when they are meeting prospects and clients. Learn more about how Napp works here or get a personal demo of the platform.