Just-in-time learning gives sales reps the information they need exactly when they need it, rather than during a scheduled training session they may not remember when the situation arises. For sales teams, this matters most in three moments: before a call with a new vertical, during CRM data entry for an unfamiliar deal type, and after a product update that changes a workflow they use in every demo.
iorad delivers just-in-time learning for sales teams through interactive tutorials that sit inside the tools reps already use. When a rep needs to remember how to log a specific deal stage in Salesforce, the tutorial is one click away without leaving the CRM.
Sales team’s are required to understand a lot of different aspects of the business. They not only need to be educated in all the sales processes, systems, and best practices but also well equipped to educate & sell the product itself. For a new sales member, this is a lot to soak in. Additionally, as software systems & processes change over time, current team members need to remain up to speed. This is the importance of just in time learning solutions.
Often times a team member may go through the initial training but then later need to reference that information at the point they are trying to complete a specific task. In this case, they would want to reference a small portion of a training they took previously in say the LMS. Utilizing a solution that allows you to fill the gap in these type of scenarios is super beneficial. This allows the team to create content once but make it available at various points and locations in their learning journey.
However, it’s easy to compile too many tools that end up overcomplicating the process — and therefore it’s important to ask yourself a few questions. These questions came from an Unleash conference session by Rich Adams, Sales Enablement Manager.
How will this tool enable the sales process?
How will the tool deliver value through the sales process?
How does ____ tool help me accomplish ______ ?
Let’s talk about a few strategies that have been proven successful. Using a blended learning strategy has shown to work well for sales teams as it combines the more traditional training approach with point of need and independent learning options. Another key to successful retention is incorporating interactivity into your trainings. This will help with muscle memory of each task. Lastly, offering readily available micro learning opportunities, in other words short 2 minute or less bursts of learning is another vital key to successful learning.
A good starting point in offering these short learning tutorials at the point of need is determining the most common use cases and at which points of need a newcomer would come to it. Meeting the learner where they are with the information that they need at the point they need it — is very important for increasing training adoption & success.
Building a just-in-time library for your sales team
A sales team's just-in-time learning library should map directly to the workflows that generate the most questions or errors. The fastest way to identify these is to look at what reps ask their manager or enablement team most often.
Each repeat question is a tutorial waiting to be built. With iorad, a sales enablement manager can build a tutorial for the top 10 most common questions in a single afternoon and embed them directly in the CRM, Slack, or the team's intranet. The result is fewer interruptions for managers and faster answers for reps during live selling situations.
If you’re looking for a solution that enables you to create short interactive just in time learning tutorials — look no further!
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