The Center for Sales Strategy Blog

Are your sales reps dissatisfied with the quality of your company's sales collateral?

You're not alone—the Media Sales Report found that 46% of salespeople are "not sure" or "dissatisfied" with their collateral materials.

This is a major missed opportunity, as high-quality sales collateral plays a crucial role in driving conversions.

Across all industries, sales managers and account executives spend thousands of hours each year crafting collateral that will support them while they engage with their prospects. If they're particularly astute, they might even try personalizing some of the figures and facts they use to demonstrate why their services are the best options these prospects can choose.

However, just as often, this sales collateral ends up in the prospect's recycling bin. Sometimes, it happens as soon as the salesperson leaves the building.

Historically, the term sales collateral referred to one-sheets and brochures that often hung on a wall, and when the sales team met with a client or prospect, they would grab a one-sheet to help build their case—and it worked great! In the 21st Century, you need more.