Too many organizations plan their enablement with a “just-in-case” mindset. They lean on competency maps and learning paths to plot out an annual plan, only to scrap those initiatives and start from scratch when confronted with unexpected events or executive initiatives.
You can’t plan for competitive moves, market changes, or global economic events, but they happen all the time. And when your revenue is on the line, you can’t wait six months or more to train and enable your organization to respond.
These urgent situations call for a faster, more flexible approach to training and enablement—one that doesn’t depend on a long-term, “just-in-case” plan. You need to rally your team with a winning message, skills training, and enablement content to respond quickly and effectively – just in time.
Imagine if you could stand up the new initiatives you need, exactly when you need them most:
That’s why you need to think of sales enablement campaigns, not calendars. In this blog series, I’ll give you more details on what it looks like to execute Situational Enablement at your company.
Watch our on-demand webinar, The Power of Situational Enablement, to learn more about this new model for training and enabling your team.
Next up: The Three Waves of Sales Enablement and how they align with the three waves of society’s “ages” (Agricultural, Industrial, and Information).
Tim Riesterer, Chief Strategy Officer at Corporate Visions, is the sought after expert on evidence-based revenue growth using counterintuitive approaches. Known for his candid thought leadership and engaging keynotes, he’s spent decades testing and refining go-to-market strategies that put buyers squarely at the center. Tim is the author of four insightful books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale.
