An organized sales team is a productive sales team.
But how do you get salespeople organized when they're not organized by nature?
Follow-ups, new sales materials, reporting, sales tools, battlecards, etc. are all great resources to get the job done, but they can also be too much to keep track of for a busy salesperson.
Should you just forget about being organized? Of course not.
You need a real alternative to keeping track of resources in a spreadsheet, email or a Google Drive folder.
In this post you’ll learn how to use a digital asset manager (DAM) for sales to keep your sales team up to date with all of their available sales collateral and online assets.
What is a digital asset manager for sales?
A DAM for sales is a platform designed to manage your sales collateral, shared digital assets like logos or contracts, and stores important bookmarks to online reporting tools, analytics and CRMs.
The advantages of a DAM for sales collateral management
Implementing good system to manage your team’s digital assets can have a big impact on their:
- Morale. Avoid team member frustration by making it easy to find the assets they need to get things done.
- Effectiveness. Close more deals by making your salespeople aware of all of the latest available collateral, research, etc. they can use before, during and after calls.
- Efficiency. Have all of the assets your team needs on hand and updated.
- Alignment with other departments. Keep team updated on latest marketing material & PR
- Client relations. Better sharing of deliverables with prospects and clients
How to organize sales collateral
Organizing all of this can get complicated. But below I'll tell you exactly how to keep your sales team organized, efficient and effective.
Use this template to make it easy for your team to find sales collateral, the latest press mentions, CRM reports, onboarding docs and more.
1. Create a space for your team
Create a "Sales" category. This is where you'll add all of your assets.
Later, I will go over adding your sales team as users in the category.
2. Segment assets based on topic
Be strategic to make sure it’s easy to scan & filter, also will guide you as to which files/docs/links to add to Neatly.
Focus on the files the team needs regularly.
Below we break down the Sections (Neatly’s tagging system) which help further organize your files as well as the types of assets a sales team should always have on hand.
First is the sales collateral. You want your sales team to always be up-to-date and aware of all of the assets created for the sales team to use.
A file group is a way to aggregate similar files or when you have different variations of a file, like a version of a sales deck with different versions for different verticals.
Some example file groups:
- Multiple versions of a logo (ex: print, web, different sizes)
- Sales decks for different types of customers (ex: SMB, enterprise, etc.)
- Links to online media mentions of your brand
- A specific process within a project (ex: contracts negotiations, pricing tables)
Most reports are online today, either in Google Sheets or inside a platform, like Salesforce. Neatly organizes anything that’s online or in Google Drive.
You can save links inside Neatly exactly as you would save a file. Here are some examples:
- Links to CRM Reports - in the CRM or any other platform.
- Links to Analytics Reports - in any platform.
- Various Spreadsheets - create in Neatly or add through the integration.
If your call scripts are saved as google docs, they can be added to Neatly. You can also add them if they’re in another storage platform with shareable links like Dropbox or OneDrive.
The same can be done for your email cadence scripts.
Make it easy for reps to find the latest versions of your company’s legal docs using Neatly instead of them having to ask for the docs all of the time or risk using an outdated version.
Some examples of legal documents for sales that you can organize in Neatly:
- Standard Contracts
- Statements of work
- POs and RFPs
Take advantage of the ability to save links in Neatly as if they were files. This is especially useful for new employees who may not know all the tools available to them.
Neatly allows you to make it easy for your entire team to access bookmarks to your tools like:
- Sales Automation
- LinkedIn Navigator
Doing this will make sure sales reps always have their tools and resources at their fingertips.
New employee onboarding
It’s infinitely easier to create a dedicated section in your Neatly “sales team” category with all of your onboarding documents and procedures than to resend the same email with a long list of instructions or a complicated document for every new hire. Just point them to Neatly & all they need will be right there.
Ideas to include in your onboarding section:
- General onboarding document
- Company employee guide
- Reading material - both files and bookmarks
- Customer personas and call notes
- Tools & procedures document
3. Invite your team
Neatly’s advantage is that your team will only see the files that are relevant to them. No more looking through full screens of folders filled with all sorts of mystery files.
With Neatly, your team members will login and only see the category and files that you want them to see.
How this is done in Neatly:
- User roles and permissions - control who can access & update. Giving specific people editor permissions ensure that all files are up-to-date and organized.
- Notifications - all users get automatically notified when new resources are added to a category to which they’re subscribed.
- Views - users only see the categories to which they’re subscribed. Your reps won’t have extra noise from other categories (like marketing, operations, R&D, etc.) and can quickly find the files they need to get their work done.
I recommend adding most users to your category as view only. You don't want every salesperson on your team to be able to upload, remove or re-organize your category.
The goal is to ensure that there are only a few people who can add or remove files and that they'll have the responsibility to keep the category up to date.
Include someone from the marketing team as an editor to ensure things like media mentions and marketing and sales materials are always up to date.
4. Bonus: client management
You can also create a client portal, customized for each client, to manage all documents, proposals, deliverables, and references related to the prospect or client’s deal.
Your client will have their own private category to store all of the relevant files and links. Additionally, the client will only need the link to their category (along with notifications when new files are added) instead of having to separately email them files that will ultimately get lost in their inbox.
How to create a client portal:
- Create a new Project for your client.
- Create sections, like invoices, proposals, contracts, reports, etc.
- Invite your clients to join.
Keyword competition is relative. Because no keyword difficulty score takes everything that affects competition into account, you should always manually review the top-ranking pages before creating content.
Fail to do this and you may end up pursuing keywords that aren’t truly low-competition. While there’s nothing wrong with that, such keywords should be medium or long-term targets, not short-term targets.
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