A savvy
business partner needs to know:
What are the customer's key operational areas
How does the customer measure activities that generate
revenue (KPI) i.e. Days Sales Outstanding, Project Velocity, etc.
How your products and services impact what the
client is measuring
Understand how data driven decisions are made and
leverage to enable and motivate
Understand the effect of discounts and concessions
on your organization's financials
Business Acumen Training for Sales People
The target
audience for business acumen sales skill development training are
those close to the action. Where their ability to leverage a good
understanding of how decisions are data driven can significantly
impact the financial success of the organization: sales representatives,
customer service team members, program and project managers, engineers,
estimators, 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 to present business acumen
skills so they know what is going to help a customer's cash flow,
project velocity, margin, return on assets, etc. to enable sales
team members to sell solutions and not just products. By understanding
the language of business, business acumen, sales team members will
know how to position products and services to effect the major cost
centers or revenue streams that influencers and decision makers
understand and relate to.
What is Business Acumen? It is defined as "keenness
and depth of perception especially in practical matters." A
ton of training is focused on closing the sale; but what about the
basic business skills that in today's selling environment must be
data driven and financially focused? This course is designed to
apply business acumen to the day-to-day consultative sales efforts
by developing:
- Competitive analysis: best practices
- An understanding of financial language and tools that gauge
the effectiveness of an enterprise
- Dollarize the solution in a business case format that applies
the cost-value model
- Skills to analyze processes and procedures and use cost-based
data driven decision making criteria to identify alternative solutions
and recommendations to be perceived as a savvy consultant
- Balance between the emotions of change and the reality of the
cost structure
- Skills to overcome resistance to change
Methods:
- Instructor led on-line training
- One-on-one coaching
- National / annual sales meeting topics with break out sessions
- Classroom instruction emphasizing technique practice with role-plays
and case studies
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