As business becomes even more financial-results driven and managers feel greater pressure to meet challenging objectives, Sales people and Account Managers can enhance their strategic partnership relationship with their customers by demonstrating a solid understanding of the customer's financial strategy and situation. It's all about being "business savvy" -- making the effort to analyze the customer's financial results and providing new insights on how to improve the customer's business performance.
The Global Partners Business Acumen Toolkit is designed to enable Account Managers and Sales people to complete a number of important financial analyses, including:
- Benchmarking the financial results of multiple customers, which can provide insights regarding how to help customers improve their financial results;
- Identifying how your products and services can impact the financial results of customers and be used to effectively ‘sell financial value' to key customers;
- Identifying the key executive (CXO) most likely to be concerned with specific financial metrics (called Operational Indicators) and how to position the potential value of your products and services in terms of their impact on the financial metrics;
Also available on our website is an article, published in the Strategic Account Management Association's Velocity magazine, entitled Making Strategic Account Managers Financially Savvy, that provides a description and examples of how we have helped a number of clients to develop the business savvy capabilities of their Account Managers.
If you are interested in further information on the application of these tools or the interpretation of your results, please email or call us to set up a time to talk further. In addition, we would be pleased to explain how this "business savvy" concept can be adapted for your particular business, including applying specific tools that will help you interpret and apply the analysis to create a stronger relationship with your key customers.