Leader
Checklist
Free
Sales Content Audit Checklist
Line-by-line criteria for grading every battlecard, script, and playbook in your library on accuracy, usage, and win-rate impact — with grade bands that tell you exactly what to do next.
What's inside
- 10 scoring criteria (accuracy, ownership, findability, usage, field adoption, win-rate association, format currency, non-redundancy, actionability, competitive currency)
- 1-5 scoring scale definition
- Grade bands A-F mapped to Keep/Refresh/Retire actions
- 5 automatic red flags that force retirement regardless of average score
- A ready-to-copy audit log table
Line-by-line criteria for grading every battlecard, script, and playbook in your library. Score each asset 1-5 on each criterion, then use the grade bands below to decide Keep / Refresh / Retire / Promote.
Scoring Criteria (1 = fails badly, 5 = excellent)
- Accuracy — pricing, logos, competitive claims, and product capabilities are current as of today
- Ownership — there is one named person accountable for this asset, and they know it
- Findability — a rep can locate this asset in under 30 seconds from the content library's search or nav
- Usage (last 90 days) — pulled from analytics: opens, downloads, or shares by active reps
- Field adoption — when you ask reps directly, they say they actually use this (not just that it exists)
- Win-rate association — deals where this asset was used show equal or higher win rate than deals where it wasn't (directional signal, not strict causation)
- Format currency — matches current brand template, deck format, and tone guidelines
- Non-redundancy — no other asset in the library already covers this same need equally well
- Actionability — a rep finishing this asset knows exactly what to do or say next, not just "informed"
- Competitive currency (battlecards only) — reflects the competitor's current positioning, pricing, and product, not last year's
Grade Bands & Action
| Average Score | Grade | Action |
|---|---|---|
| 4.5-5.0 | A | Keep as-is; candidate to Promote if usage is low despite high quality |
| 3.5-4.4 | B | Keep; schedule for next quarterly refresh pass |
| 2.5-3.4 | C | Refresh now — flag as priority in this quarter's sprint |
| 1.5-2.4 | D | Refresh or retire — needs an owner decision within 2 weeks |
| Below 1.5 | F | Retire immediately; audit whether reps are currently relying on it and correct the record |
Automatic Red Flags (retire regardless of average score)
- Contains pricing that no longer matches what Finance has approved
- References a competitor capability, logo, or claim that's factually wrong today
- No one on the current team can identify who owns it
- A rep has been overheard/reported using it to say something inaccurate to a prospect
- Usage is zero for two consecutive quarterly audits
Audit Log Template
| Asset | Accuracy | Ownership | Findability | Usage | Adoption | Win-Rate | Format | Non-Redundant | Actionable | Avg | Grade | Action | Reviewer | Date |
|---|---|---|---|---|---|---|---|---|---|---|---|---|---|---|
(Duplicate this row for every asset in the library. Run against the Sales Content Calendar Template's quarterly cadence.)
How to use it
Copy the audit log table and add one row per asset in your library; score every asset against all 10 criteria during Week 3 of the Sales Content Calendar cadence, then sort by grade to build your refresh-sprint priority list.