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.