Situational Enablement

How do you respond to conditions you can’t plan for?

Market changes, competitive moves, and global events appear almost instantly and evolve quickly. And your response needs to be equally fast and flexible so you can adapt and stay ahead.

Even strategic opportunities like product launches and expansion initiatives need to be tackled immediately. You can’t wait around while competitors catch up—you need to rally your team around the new initiative right now, in the moment, before you lose your edge.

Your training calendar? It’s not fast enough. When your revenue is on the line, you can’t wait six months or more to train and enable your organization. Responding to urgent threats and opportunities requires you to operate effectively in the moment. And that means completely rethinking how you train and enable your team.

Unfortunately, too many organizations plan their sales 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.

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.

What Does Situational Sales Enablement Look Like?

Imagine if you could stand up the new initiatives you need, exactly when you need them most:

  • Strategically aligned programs rolled out in days or weeks, not months or years.
  • Tailored, needs-based training based on KPIs versus one-size-fits-all events.
  • Contextual messaging for the moment as opposed to generic value propositions.
  • Demonstrated proficiency (“fit for duty”) instead of spray-and-pray launches.

That’s Why You need to think of sales enablement campaigns, not calendars. In this collection of science-backed resources, you’ll learn how to execute Situational Enablement at your company.

Read More
Webinars Webinar Replay: Unify Sales and Marketing with Science and Story In a conversation with Tim Riesterer, Harrison Waid, Senior Director of Commercial Enablement at Synthego, shares how he and his team traded a hodgepodge of so-called “best practices” for a thoughtful, strategic, science-backed approach that aligns sales and marketing.
Webinars Webinar Replay: How Strategic Enablement Increases Sales Effectiveness Strategic vision doesn't often translate to consistent execution on the ground. How can you effectively enable and empower your sellers at scale? Find out in this webinar.
Webinars Webinar Replay: Science-Backed Strategies to Win Over Today’s B2B Buyers In this session, Orhan Dayioglu and Doug Hutton will share insights into the science-backed conversation skills sellers need to ace the key moments in the Customer Deciding Journey.
Webinars Webinar Replay: The Agile Revenue Organization – Responding to Change without Losing Grip on Your Goals In this webinar with Tim Riesterer and Tanner Mezel, you’ll learn precisely what it takes to become an agile revenue organization.
Webinars Webinar Replay: Enable Faster, More Favorable Buying Decisions How can you develop, organize, and deploy your messages and content—to both sellers and buyers—to encourage faster, more favorable decisions? Find out in this webinar.
Webinars Webinar Replay: Evolve into a Sales Coaching Powerhouse for the Virtual Future Learn how to blend a science-backed coaching methodology with cutting-edge sales enablement technology to optimize your coaching efforts for a virtual world.
Webinars Webinar Replay: Giving Sellers the Content They Need to Close More Deals Is your enablement actually helping sellers close deals, or is it just noise? In this webinar, you’ll discover the critical components of effective sales enablement programs.
Tools Checklist: Transforming Enablement from Just-In-Case to Just-In-Time Responding to urgent threats and strategic opportunities requires a fast, flexible approach to commercial enablement—one that doesn’t depend on a long-term, “just-in-case” plan. Get this checklist to shift from just-in-case to just-in-time commercial enablement
Webinars Webinar Replay: Fluency Coaching AI – The Coaching Reps Need, Exactly When They Need It The potential of AI-powered sales coaching is appealing. But how does it work in practice? Find out how Zoom delivers effective coaching at scale in this webinar.