Just in Case vs. Just-in-Time Online Sales Training

Just In Time vs Just In Case Online Sales Training - JIT Sales Training

Online sales training based on calendars and catalogs is designed to get reps skills that may or may not be relevant to their most urgent opportunities. This is the basis of “just in case” training. What this programmatic approach isn’t designed to do is give salespeople the exact skills they need to tackle their most critical challenges, exactly when they need them.

The latter is the just-in-time approach to sales training, and it’s essential to standing up flexible, customized training plans that get your reps fluent, fast, on the acute challenges in front of them now. This situational approach is a much-needed response to the training needs of today. After all, your business problems, initiatives and opportunities don’t fall neatly on a calendar. So why should your sales training? What’s needed today is a more flexible “inline approach” designed to spot challenges as they arise and meet those challenges head on, with situationally relevant messaging, content and skills.

This is about solving problems on a just-in-time basis, not scheduling programs on a just-in-case one. The inline approach to training is covered in full in this eBook—From Offline to Online to Inline LearningLearn how to re-imagine skills training as a situational experience that gives sales reps the exact skills they need, exactly when they need them.

Tim Riesterer

Chief Strategy Officer

Tim Riesterer has dedicated his career to improving the conversations marketers and salespeople have with prospects and customers. His books, “Customer Message Management”, “Conversations that Win the Complex Sale”, “Three Value Conversations”, and "The Expansion Sale", focus on improving market-ready messages and tools that marketers and salespeople can use to win more deals. As chief strategy and research officer for Corporate Visions, he sets the direction and develops products for this leading marketing and sales messaging, content and training company.

account android arrow-alt-circle-down arrow-alt-circle-left arrow-alt-circle-right arrow-alt-circle-up arrow-down arrow-left arrow-right arrow-up author bars behance blogger buffer caret-down caret-left caret-right caret-square-down caret-square-left caret-square-right caret-square-up caret-up cart-menu-1 cart-menu-2 cart-menu-3 cart-menu-4 categories chevron-down chevron-left chevron-right chevron-up clock close comments cookies copyright coupon-discount date-modified date-published discord double-arrows-down double-arrows-left double-arrows-right double-arrows-up dribbble envelope-open envelope eye facebook fax flickr foursquare github gmail google-drive grid-view hashtag hollow-ring homepage instagram ios level-down-alt level-up-alt line link linkedin list-view login logout long-arrow-alt-down long-arrow-alt-left long-arrow-alt-right long-arrow-alt-up medium messenger mobile-menu mobile phone pinterest place qq quote-left quote-right quotes reading-time-hourglass reading-time-stopwatch reddit rss scroll-to-top search shazam shopping-bag shopping-cart side-panel-opening-2-left side-panel-opening-2-right side-panel-opening-left side-panel-opening-right skype slack small-arrow-down small-arrow-left small-arrow-right small-arrow-up sms snapchat soundcloud spinner spotify stackoverflow sync telegram tiktok times-circle tinder trello tripadvisor tumblr twitch twitter viber vimeo vine vkontakte website wechat whatsapp windows wishlist xing yelp youtube zoom