Here’s an easy audit model to help you measure the effectiveness of the content and tools your sellers use along the way.

1. Take the first step to solving
your checklist problem!
Here’s an easy audit model to help you measure the effectiveness of the content and
tools your sellers use along the way.
Launch International performs dozens of content audits each year. We measure three key performance indicators:
Followed properly, good standards result in effective tools that are
consistent across solutions and save time for authors by eliminating
guesswork and random acts of enablement.
For more ideas and information, download
our ebooks:
• Few and Improved: How to Create Less
Content that Drives More Sales
http://www.launchinternational.com/
fewandimproved
• 6 Steps to Giving Your Sales Teams the
Content They Need (and Want)
http://www.launchinternational.com/sixsteps
www.launchinternational.com | (p) 215-230-4340
USEFULNESS
Ensure the content/tool is in a
format that supports the purpose
and is easy to use and understand.
1. Does the content match the
expected knowledge and skill
level of the salesperson using it?
2. Does the content match the
expected depth of interest of
the buyer for its stage?
3. Is the asset architected to
make best use of its format
with appropriate access to
associated content?
PURPOSE
Ensure the content/tool is
designed to achieve a specific
goal, which the user understands.
1. Is it clear which buying/selling
activity it supports and its
associated goals?
2. Does it speak to buyer needs
and related business outcomes
the buyer can achieve?
3. Is it relevant to the buyer and
based on defined attributes,
such as function or industry?
KPI
Explanation
Audit questions
to ask
QUALITY
Ensure the tool/asset is well
produced and aligns to brand
and strategy.
1. Is the offering defined
and presented using best-
practice standards for
sequence?
2. Is its form and voice
consistent with defined
standards?
3. Does the content connect
to and support brand and
strategy?
* Respondents to a Launch international webinar poll, “Five Ways to
Improve the Quality and Value of Sales Enablement Content”
If you haven’t done much
content evaluation, you’re
in good company.
50% have never
conducted a sales
content audit of
any type.
Only 25% of
those had solicited
seller input.*
50%
25%