Take the First Step to Solving Your Checklist Problem

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

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Take the First Step to Solving Your Checklist Problem

  1. 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%

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