The brickwork of business acumen: A multi-layered approach to fortifying sales training

Posted by Paradigm Learning on June 18, 2015

“We’ve got to mix things up around here.”

It’s a saying that’s as common as any you’re likely to run across in sales; but, as most of us know from experience, it seldom leads to substantive change. Many professionals grow accustomed to doing things their own way, anchored in the hard cement of habit. On top of that, with experience comes the tendency to insulate from others, reinforcing layers of work practices into bedrock.

Hammer and chisel anyone?

Tempting, to be sure, but progressive-minded senior leaders in c-suites around the globe have gotten a hold of a much better idea: business acumen training for sales professionals. Business acumen simply represents a refreshing mix between two traditional worlds of thought: the first relates to an understanding of how a client makes money; the second is about applying that knowledge in the sales process as a means to improve closure rates.

Just like chips off the old block.

Well, not exactly. The challenge is helping new and even veteran sales professionals see the benefits of business acumen in ways that result in more sales. It stands to reason that a broad-based curriculum firmly rooted in the basics of business acumen can be a powerful additive to the sales process. The concept holds together even under the most exacting inspection; yet, it works even better in practice than it does on paper.

Scalable solutions from the inside out

Business acumen for sales professionals is more than just adding on an additional layer of training, it’s about etching that training into instinct, with tools that professionals can use to dig deeper into the sales process. Little is gained without venturing into territory that is new or uncharted. And, as current economic conditions dictate, no one can afford to leave any stone unturned.

Most organizational cultures require conformity for baseline improvement. If you don’t have it in your sales methodology now, you could be leaving a lot of revenue on the table. A business acumen-themed, sales training initiative might be the kind of structured solution you and your staff needs to get the results you want.

By the shapes of things, we’re confident business acumen training can be the perfect fit for your company. The right solution may be a little off-the-wall, but never off-the-shelf.

Please share your thoughts with us. 

Topics: Business Acumen for Sales Professionals, Business Acumen