Business Acumen! What Decision Makers Want from Sales Professionals

As part of the design work we are doing for a client in the chemical industry that is focusing on enhancing their sales skills, we conducted a survey of their customers to seek answers to the question of what the customers truly value from Sales Professionals during the sales process.

The decision makers in the survey were asked to rank five core sales competencies from 5 being the most important to 1 being the least important.  Because the focus of the training is developing the skills of “hunters” (sales professionals who are identifying new customers as opposed to sales professionals “farming” existing accounts), we focused on only potential customers (prospects) and not existing customers as we felt their responses would give us better insights into the specific answers we were looking for. The data below presents a compelling argument that Business Acumen skills are the critical foundation to any sales process in 2019 and beyond.

Source


APT Informal Learning Translations | Source: Business Acumen! What Decision Makers Want from Sales Professionals