Case Study: Empowering Sales Teams with Streamlined Collateral and Systematic Organization

Client: Newly Formed Organization in Need of Sales Enablement

Challenge: A newly formed organization faced a common but critical challenge: empowering its sales team with effective, consistent, and high-quality sales collateral to win customers. As the company grew and began winning deals, it became clear that a significant amount of time was spent creating custom PowerPoint presentations, proposals, and other marketing materials. Many of these materials were created on the fly by the sales team, often leading to inconsistencies in branding and messaging. Furthermore, there was no centralized system to track or organize these requests, leading to delays, missed opportunities, and a lack of visibility into the effectiveness of the materials.

The sales team needed a solution that not only provided high-quality, branded materials but also allowed them to efficiently request, find, and utilize marketing resources that would help them close deals more effectively.

Solution: To address this challenge, we designed and implemented a comprehensive, easy-to-use SharePoint site for the sales team, divided into three key sections: Request It, Build It, and Use It. The new system created a streamlined process for the sales team to request materials, access pre-built collateral, and track the effectiveness of the materials being used.

Here’s a breakdown of how each section contributed to solving the problem:

1. Request It:The "Request It" section provided a simple, organized way for sales team members to submit marketing support requests. Sellers could fill out a form detailing the specific collateral they needed, from custom presentations to industry reports. This request system allowed the marketing team to prioritize and organize requests efficiently, ensuring that no opportunities were missed and that materials were delivered in a timely manner. The backend system tracked the status of each request from submission to completion, reducing delays and providing visibility into the status of ongoing projects.

2. Build It:In this section, the sales team had access to a library of pre-built, generic collateral that could be easily customized for each sales opportunity. Materials included product briefs, battlecards, infographics, competitive reports, and presentations—all designed with the latest branding and messaging guidelines. The goal of this section was to significantly reduce the amount of time sales reps spent creating off-brand or poorly branded materials. By providing them with high-quality, up-to-date resources, the sales team could quickly adapt these materials to their needs and focus on crafting compelling stories for their customers, all while maintaining brand consistency.

3. Use It:The "Use It" section housed legal and brand-approved co-branded collateral, ensuring that any materials used in client-facing presentations met the company’s legal and branding standards. This section acted as a repository for approved materials, providing sales reps with a clear, easy-to-access location for any finalized, partner-approved assets, from co-branded presentations to industry reports.

Results: The new SharePoint site and its organized structure greatly improved efficiency, effectiveness, and brand consistency across the sales team. Key outcomes included:

• Improved Efficiency: Sales reps were able to quickly access and repurpose pre-built collateral, reducing the time spent creating custom materials and allowing them to focus more on selling.

• Consistent Branding: By offering a central hub for all approved materials, the system helped eliminate off-brand, inconsistent, or poorly designed collateral, strengthening the company’s brand image in front of clients.

• Better Tracking & Visibility: The system allowed both the sales and marketing teams to track requests and the effectiveness of the collateral being used, providing valuable insights into which materials resonated most with customers and were most effective in driving sales.

• Time Savings: The streamlined process for requesting materials and accessing pre-built content helped reduce delays and accelerate the sales cycle.

The total collateral produced through the system included:

• 9 Product Briefs/Battlecards

• 2 Infographics

• 14 PowerPoint Presentations

• 4 Social Media Cards

• 1 Research Report on the Industry

Key Takeaways: By implementing this SharePoint system, the company was able to empower its sales team with the tools they needed to win deals while maintaining consistency in branding and messaging. The centralized system not only saved time and improved efficiency but also gave both marketing and sales teams a structured way to collaborate and track the effectiveness of their efforts.

Why Level 1715?

At Level 1715, we specialize in creating tailored solutions that streamline processes, boost team efficiency, and strengthen brand consistency. Whether it's building systems for sales enablement or crafting marketing strategies, we understand the unique challenges organizations face and deliver results that help teams perform at their best.