Winning the Moment with Just-In-Time Situational Sales Enablement

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.

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 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

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.

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