Business Acumen

Put simply, successful sales professionals take a business-like approach to the business of selling. They make the time and effort to plan for growth. As they execute their plans they monitor and evaluate results, then use this information to make appropriate adjustments. All the while, they are taking stock of their resources and using them wisely.

The Business Acumen Path has two trails: Business Planning and Business Execution.

Business Planning

Successful sales professionals are significantly more likely to have a detailed business plan than Low- and No-Growth Producers. They use these plans to align their teams, focus their resources and to hold themselves and others accountable. They do more than create a business plan, however, they use it. High-Growth Producers are substantially more likely to review their plans – and to review them more frequently – than their less successful competitors.

Business Execution

Successful salespeople track actual results against expectations, analyze the differences and then take appropriate action. They marshal their resources – time, technology and outside support – to maximize their effectiveness and to free up more time for what they enjoy most: selling.