Blog

7 Reasons Why Google Drive Will Not Help Scale Your Sales Enablement

Deepak JannuDeepak Jannu

7 Reasons Why Google Drive Will Not Help Scale Your Sales Enablement

Google Workspace, launched in 2006, offers productivity and collaboration tools such as Gmail, Calendar, Meet, Chat, Docs, Sheets, Slides, Forms, Sites, and Drive. One of the most popular productivity suites, Google Workspace had 2.6 billion monthly active users and 6 million paying customers in 2020.

Google Drive is a cloud storage service that lets you create and share different types of content. For marketing and enablement teams, Google Drive might seem like an ideal platform for storing sales content due to its ease of use.

However, it is hard to distribute, maintain, and analyze the impact of sales enablement content on Google Drive.

google-drive-is-not-enough-for-sales-enablement
As marketing and enablement teams try to scale their sales enablement library using Google Drive, they face the following challenges:
seven-limitations-of-using-google-drive-for-sales-enablement-content
                Seven Limitations of Google Drive for Sales Enablement Content

#1- Your sales team has a hard time finding the content they need

You have spent a lot of time and effort organizing your sales enablement content in Google Drive. The sales team can now access sales assets (such as datasheets, white papers, case studies, battlecards, and pricing sheets) in different folders.

However, there is no guarantee that your reps can find these different content assets in your Google Drive folders. To discover and use your collateral, your reps must know where to look for it or know how to search for it.

Google Drive cannot provide insights into what types of content your sales teams need. It is hard to build new content or update existing collateral if you don’t know what your reps are (not) finding or sharing in Google Drive.

#2 – Your reps don’t use your latest content

Marketing teams find it frustrating that reps use outdated content when interacting with buyers. Reps download sales content from Google Drive to their laptops. Thereafter, sellers will use locally stored content for several quarters without checking whether a newer version is available.

You cannot use Google Drive to find out if your reps are using brand-compliant content. Consequently, your sellers may share outdated messaging or incorrect product information. This could lead to prospects being confused about your capabilities, which could ultimately lead them to work with your competitor.

#3 – Reps are unable to find and share the most relevant content

A Forrester study reported that 57% of the content shared by reps was useless. To make matters worse, 66% of sellers provided buyers with too much information.

Each sales opportunity is unique. Reps can only close deals by learning about organizational priorities, product use cases, buyer personas, customer objections, and competitors involved in the opportunity.

Even though Google Drive is a solid content repository, it does not offer just-in-time guidance on what content your reps should share. Additionally, sellers will not get any content recommendations based on opportunity context analysis.

Prospects perceive reps who share generic content as less credible and trustworthy. Buyers will prefer working with reps who share content that addresses their pain points and demonstrate a clear understanding of their business priorities.

#4 – You don’t know what custom content your sellers are creating

Forrester estimates that sales reps spend 12 hours a month searching for and customizing sales collateral. Even though reps should personalize content for each opportunity, they shouldn’t create completely new content.

Reps may create content for a variety of reasons. Your rep cannot find any content that meets their buyer’s needs. Or, the content in your repository may not address their prospects’ concerns. Lastly, reps may struggle to find relevant content in your Google Drive portal.

It’s critical for marketing and enablement teams to understand why reps spend time creating content. Sadly, Google Drive won’t help you understand why sellers create their own collateral.

#5 – You don’t know which content is being shared at each stage of the buyer’s journey

Marketers create content that sales reps can use at various stages of the buying cycle. Early-stage content raises awareness, middle-stage content prompts consideration, and late-stage content drives conversion.

Marketers might be clear about the stage-specific relevance of their content. It may surprise marketers to find sales reps sharing ROI calculators (late-stage content) after an initial prospect meeting.

If you integrate your CRM instance and object settings with your sales content management system, you can monitor how reps share content throughout an opportunity’s lifecycle.

A basic Salesforce integration can be set up with Google Drive. The limited integration will not help you understand how reps share content at different stages of the sales process.

#6 – You do not know if buyers find your content engaging

Content for sales enablement is ultimately aimed at customers. You won’t be able to see how buyers interact with your content with Google Drive.

You cannot see how many prospects have viewed your content in Google Drive. Additionally, you won’t know how much time they spent viewing collateral or how many pages they read. Also, you will not be able to determine if a prospect downloaded or shared content.

Content engagement metrics (such as views, shares, or downloads) are valuable buying intent signals. Reps who don’t know how buyers interact with your content are at a serious disadvantage when trying to figure out the next step in the sales process.

#7 – You can’t deliver content in a rep’s workflow

You might pat yourself on the back for building a fabulous content repository, but your reps don’t work out of Google Drive.

Sellers live in their email, calendar, and CRM. When you ask reps to leave their flow of work to sift through your sales library, you’re slowing them down.

The Idea Lab at Cornell University found that 43% of respondents felt they were spending too much time switching between tools.

In addition, reps will waste time searching and discovering content in your repository. By delivering relevant content directly in your rep’s inbox, calendar, or CRM, you not only increase their productivity, but also ensure faster responses to customer questions.

Conclusion

Marketing and enablement teams have to critically assess if Google Drive increases rep success. Even though Google Drive is a great cloud storage solution, it was never designed for sellers who need access to relevant content as they work.

Your reps will not be able to build meaningful customer relationships without capabilities such as just-in-time access to content and buyer engagement analytics. See how your reps can benefit by switching from Google Drive to a just-in-time enablement platform like GTM Buddy.

book-a-demo-footer-cta-1

Deepak Jannu

Author

Deepak Jannu

Deepak Jannu is the head of product marketing at GTM Buddy. Before GTM Buddy, he was the VP of product marketing at OpsRamp.