It’s Time for Just-in-Time, Situation-Specific Enablement
There’s all kinds of tools and apps promising to help your salespeople “in the moment”—across the different types of selling situations they face.
However, the marketing messaging, content assets and skills training needed to take advantage of these “situational sales enablement” technologies have not been ready, leading to many technology failures due to lack of adoption.
However, that is changing…and fast. Here’s a quick look at three trends happening right now that are making it possible to provide just-in-time, situational messaging, content assets and skills training to enable salespeople to have the right conversations at each stage of the customer lifecycle.
It’s the convergence of stories (marketing messaging and content assets) with skills in a singular virtual experience for the salesperson. Imagine giving reps specific messaging and skills coaching for the exact selling situation they find themselves in — whenever and wherever they need it.
This changes the game significantly for product launches and training plans. You should no longer stand for stand-alone product messaging rollouts or isolated, skills-only training events.
That’s because your go-to-market strategies are not created equal, which means your messaging and skills need to be situational.
For example:
In any of these cases, what good is it if you launch a bunch of messaging to the field and your salespeople don’t have the pre-requisite skills to execute the story — because your skills training program is on a completely separate track and timing?
Or the other way around…what good is it if your skills training courses teach your salespeople how to engage in each of these selling scenarios, but your messaging and content assets don’t align with or reinforce those skills?
The barriers to accomplishing this convergence of stories and skills have been eliminated, and the following factors are playing a major part in that:
The days of stand-alone product launches, messaging rollouts or sales skills training are over, making way for just-in-time, situation-specific learning and execution.
Want more on this topic? Check out our eBook: Enabling the Just-in-Time, Situational Learner.
This article originally published in CMO.com.
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