Customers inevitably are responsible for your profitability, and if only a handful of customers represent majority of the profits, they are of high-value, regardless of being ‘good’ or ‘bad’ customers. Organizations always find ways to maintain these customers, irrespective of their size and difficulty. All customers need a comprehensive approach, and having a strategic account planning system comes to good measure. To ensure a good plan, you need to have an internal content management strategy.
Account planning helps you prepare for current and future accounts by providing an extensive view of the current customer. With being built for scalability and flexibility of content, your sales team can quickly shift their approach without losing sight of the end objective.
Now Salesforce does not necessarily provide a pre-built functionality for account planning, but it is possible to build your own account planning strategy by setting targets, defining ways to execute them, and tracking the progress. To assist with account planning, we list down 3 essential practices for content management using Salesforce.
Establish content accessibility for different roles
Each user has access to a certain amount of content based on the library access. Content files are stored in the said libraries, thus determining who can have access. Make sure to review the files stored and also note that each user is provided with a personal library to store content. Salesforce provides 3 default library permissions, namely viewer, author and administrator. These can be further customized or a new set of library permissions can be created.
List down the content types
Content types essentially represent entry for custom fields. By default, all content types include description, tags and a title. Content types determine which fields are available for each process and how each field is displayed to a user filling in the details. Apart from the defaults, you can assign additional fields to each content type you create. In addition to this, Salesforce provides tagging options which allow library users to view 3rd party content that does not necessarily fit content fields. These help users find content easily and also gives control over who can create new tags.
Select content delivery options
If your team is working on different document formats like PowerPoint or Word, Salesforce converts these into a web-based version that is easily shareable and secure. The file interactions can be measured as the URL share link is encrypted to track number of views or downloads. Salesforce also provides multilingual support which publishers can select from a list of supported languages.
By leveraging Salesforce, Winobell provides a cloud-based strategy to ensure accountability of content and coordination of account planning strategies. Winobell empowers your sales reps to be more efficient with client management and deliver on your growth.