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
Go to the Sales Blog to see more articles.
Subscribe to receive free weekly tips and advice
Read More
Val Dani, Group General Manager Dome Garden Supplies
We began working with Barrett midyear 2009.  Our Sales Team was in need of a makeover as our business had grown from Small Business to SME in a very short time. We desperately needed skilled, organized and proactive sales reps to sustain the growth and maintain our position in the market place.  For a period of 6 months, Sue Barett became our surrogate Sales Manager and held regular weekly sales meetings which involved coaching, mentoring and up-skilling the sales team to plan ahead and give them the confidence to get out on road where previously they were more in-house order takers rather than field reps.  The experience was both challenging and rewarding for the sales team and the process revealed the businesses' strengths and weaknesses which lead to the restructure of the entire business.  Barrett's approach is honest and encouraging and it's about seeking out real solutions.  There are no false promises or gimmicks on how to be the best but its rather a journey of self discovery supported with common sense sales strategies and plans that work and can be adapted by any sales rep and business.  One of the first things that Barrett warned us about was that not all sales reps will last the journey.  The process exposed some sales reps that didn't have what it takes and in time they exited the business which made way for more talented sales people.  Choosing Barrett was the one of the smartest business decisions we've made.  We still work closely with Barrett utilizing their services and tools such as the Psychometric Sales and Leadership testing which I highly recommend to recruit and retain the right people.  Sue is a rare and amazing coach, facilitator, mentor and business woman who inspires and challenges everyone she meets to be better sales reps, managers and people.
Read More