Helping people and businesses sell better
 

The Business Case for educating Sales Professionals and Sales Leaders in Business Acumen

More and more is being asked of sales people and sales managers when it comes to business knowledge and commercial acumen. Gone are the days of just being a product expert. Sales people need to be competent business people too.

Being able to understand strategy (sales strategy); how businesses, markets, and communities function; and where we, our products, services and business works in concert with our clients is on the agenda in business. Today, clients expect to communicate and deal with a real professional who knows how business functions. They want to have business discussions not product discussions.

Studies Show

Our studies reveal that there is little if any discussion about the big picture or business strategy, or innovation or supplier integration. A surprising finding was the low level of business knowledge and commercial acumen with sales managers in the technical product sectors – very focused on product quality, distribution and service they are not working at the required level to make business decisions and work strategically with clients.
 

Barrett has developed a 2 day Introduction to Business Acumen Program for Sales Managers and high level sales people.

Business man in front of a huge mazeThe program is designed to:
  • give sales professionals an overview of the key fundamentals of business management and what it takes to lead and manage a business
  • help them plan and manage their business or client portfolios more effectively
  • enhance their interactions with clients and allow them to present as a business person, not just a product sales person.
  • build their awareness and deepen their empathy with their clients
  • Help them be better corporate citizens within their own companies making sure they attract and orchestrate the right kind of business for their own organisation
Program includes cases studies, simulations and theory. Participants work on developing and running their own 'fictional' business.

The Business Acumen for Sales Professionals covers 9 key topics:
  1. Leadership
  2. Strategy
  3. Planning
  4. Culture
  5. People
  6. Customers
  7. Processes
  8. Measurement
  9. Execution
 
FacebookTwitterGoogle BookmarksRedditLinkedIn
  • Barrett Sales Blog
  • Barrett Videos
  • Testimonials - Clients - loadposition within article
Go to the Sales Blog to see more articles.
Subscribe to receive free weekly tips and advice
Read More
Amanda Gome, CEO Private Media smartcompany.com.au and crikey.com.au
I first approached Sue Barrett to write for SmartCompany when it launched three years ago. I approached her for several reasons. Firstly she had a unique approach to selling. She looked beyond the quick sell to explain to people how to build sustainable and profitable relationships. Secondly she was a great presenter. Many sales people on the circuit turn people off with a very pushy, gimmicky approach and Sue presents as highly intelligent, caring, ethical and extremely positive.Thirdly I knew she got results because I knew clients who had used her including my own sister!  I would always say when starting a writer that we don't know how many columns they have in them: whether one, six or they can last the distance. From our experience a new writer can write one column and find it was very hard work so they don't continue. Then others have nothing else to say after the sixth column and start to repeat themselves. But Sue, week after week, serves up terrific, intelligent copy that is thoughtful, insightful and extremely helpful for our readers. She is also very professional and adheres to deadlines.She is been part of the reason SmartCompany is so successful.
Read More