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 Learning. Learn 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, Chief Strategy Officer at Corporate Visions, is dedicated to helping companies improve their conversations with prospects and customers to win more business. A visionary researcher, thought leader, keynote speaker, and practitioner with more than 20 years of experience in marketing and sales management, Riesterer is co-author of four books, including Customer Message Management, Conversations that Win the Complex Sale, The Three Value Conversations, and The Expansion Sale.