Vision Report

Sales Asset Management Drives Productivity Through Process And Measured Outcomes

Sales Enablement Is Best Positioned To Implement Processes That Engage The Entire Organization

February 9th, 2022
Peter Ostrow, VP, Research Director
Peter Ostrow VP, Research Director
Eric Zines, Principal Analyst
Eric Zines Principal Analyst
Jennifer Bullock, null
Jennifer Bullock
With contributors:
Adam Birnberg , Arianne Burnette

Summary

Successful sales asset management makes the right assets available to the right rep at the right time, minimizes the cost of producing and customizing assets, and optimizes the effectiveness of assets used by sales reps in the pursuit of revenue. Many organizations accumulate too much sales content of variable quality and relevance that is poorly organized across multiple repositories. As a result, sales reps spend too much time searching for, modifying, and creating content. In this report, we discuss the need for sales enablement leaders to manage the entire asset lifecycle efficiently to enable sales reps to find, use, and receive the most effective assets to prepare for and engage in buyer interactions.

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