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here for Sales Force Business Acumen Application
Skills of Thinking
Skills of the Heart
Skills
of Courage to Make a Decision and Gain Confidence
Business Acumen Training
Business
acumen definition: a better understanding of how business works
and a keenness and depth of perception in practical matters of financial
and behavioral tendencies to enable good, quick business decisions.
Managers must know how their decisions influence such measurables
as Days Sales Outstanding (DSO), EBIT, Engagement Velocity, etc.
The target
audience for business acumen skill development training are those
close to the action. Where decisions can have a profound and significant
impact the financial success of the organization. Who can benefit
from enhanced business acument skills: managers and team leaders
with technical backgrounds that were promoted from within, customer
service team members, program and project managers, engineers, estimators,
production team leaders, and any one else who does not have a financial
background yet their decisions directly affect the financial health
of the organization. Our effort here is help them understand the
fundamentals of business and how specifically their decisions impact
results.
This business acumen course is designed to apply
business acumen to the day-to-day operation of the team by developing:
- An understanding of financial metrics and tools that gauge
the cost effectiveness of the team
- Knowledge of who owns the various line items on a the Income
(Profit & Loss) Statement, Cash Flow Statement, etc.
- Decision making skills that balance risk and consequences; keesp
customers happy; and maximizes the contribution
- Skills in leadership: to engage team members in non-defensive
dialogues that create an environment where team members take the
action needed to implement the change initiatives
- Empower team members who participate in the analysis, craft
alternatives, and fully support implementation of the selected
alternative solution
- Balance between the emotions of great customer service and the
reality of the cost structure
- Skills to overcome resistance of team members to change
Methods:
- Instructor led on-line training
- One-on-one coaching
- National / annual Associate meeting topics with break out sessions
- Classroom instruction emphasizing technique practice with role-plays
and case studies
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