• acumenlearning

Why is Business Acumen Essential for Sales Professionals?

Before we jump into the impact business acumen has on sales, let’s define it.

What is business acumen?

Business acumen is the keenness and quickness in understanding and dealing with business risks or opportunities in a manner that is likely to result in a good outcome.

Put another way, it’s your ability to optimize financial performance by understanding how all of the individual pieces within an organization work together.

I'm in sales, why does business acumen matter to me?

For sales teams, to achieve your goals it’s essential to realize that a company and partner’s success are connected. So to be the best partner, it’s essential to have a good understanding of not only your own company’s financial drivers but also have a complete understanding of your customers as well.

You need to be able to see the opportunities not only from the perspective of your own company but also from the viewpoint of your customers.

With this knowledge, you will be better equipped to develop ideas for your customers with a complete understanding of their struggles or pain points, making it more likely that your customer will agree to move forward with your proposal.

How to improve business acumen in my sales team?

During our Building Business Acumen for Sales course, we’ll help you to better understand the five business drivers, achieve alignment with key corporate stakeholders, understand how to present ideas to improve investment, and then how to package those ideas and projected financial outcomes into impactful business cases.

By actively participating in this course, you’ll become more proficient in identifying, analyzing, creating, and presenting big growth opportunities to your customers. See how this strategy helped Philips Healthcare!

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