Situational Flexibility

When you are faced with a market changing by the minute, you need to adapt quickly or you’ll be left behind.

Now that’s a challenge even if you’ve got a small sales team all sitting around you in the same office.

But when you’ve got a larger, multi-tiered, distributed team, adapting your messaging, disseminating the new information and knowledge to that team and then measuring the impact can be challenging at best.

Throw in the fact that many teams are just trying to get into ‘business as usual’ under a new remote working routine and your normal agility is compromised.

So how can you ensure that a) your teams quickly receive the new messaging and information and, b) they’ve taken it onboard, not to mention, c) you can measure the direct impact it has on performance??

Situational Flexibility means you need to be prepared to react and respond to any changing situation. You need to be flexible and in turn enable your organisation to respond accordingly.

Here are some thoughts on how to achieve that:

🔢 Ensure you understand the needs and competencies for each role in your business so you can tailor the knowledge accordingly.

👩‍🎓 Build and deliver rapid, bite-size learning sprints right to the salespeople who need it.  When I say bite-size, keep each video / resource to under 15 minutes and intersperse it with quizzes and learning objectives.

💡 Don’t forget sales leaders - guidance on new coaching areas is essential.  Change impact everyone differently so make sure your leaders are taking the whole person into account.

🗺 Map the training sprints to the roles. Relevance brings interest, interest brings adoption.

🤼 Follow up with structured coaching to fine tune skills and ensure new knowledge is embedded and retained.

🏏 Use Video Coaching to Practice >> Feedback >> Practice >> Feedback.

🎯 Review and update goals to ensure they are fit for purpose and hold people accountable.

📈 Measure the outcomes to assess the direct impact on performance.

To be truly agile you need to be prepared to deliver the above in days, not weeks, whatever the circumstances.

And remember, this is not just important under the current crisis - situational flexibility is important for any organisation that wants to build in agility at scale.

Check out www.e4enable.com/features to find out how e4enable can help.