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
 
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Christian Williams, VIS
To everyone involved with VIS Barrett Business Education Scholarship Program I can not begin to express how grateful I am to have been included in 2011. My life has completely changed since the beginning of the Barrett Scholarship. The way I think about my business and the world in general has shifted and I've been exposed to so many wonderful opportunities thanks to you. This has definitely been one of the best decisions of my sporting career to be a part of the Barrett ACE program. The lessons and strategies I have learnt from Sue Barrett and VIS ACE team have been life changing. My understanding of the business world has increased dramatically since the beginning of the program and my business is prospering as a direct result. Whether you are a sales person or an athlete I can not recommend Barrett highly enough. It has been a privilege to work with Sue and her team and I'm a better person and businessman because of it. Many thanks
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