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Financial Intelligence for Salespeople
Developing Your Sales Force’s Business Acumen
Ensure Your Sales Force Can Bring Extraordinary Value to Customers
Your salespeople need every tool possible in this competitive marketplace. Take them to the next level by increasing their business acumen.
Imagine if your salespeople were not only prepared by understanding the basic needs of a client, but also understood their client's financial goals, current financial situation, and financial pressures.
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Imagine if your salespeople not only understood the basic needs of a client, but also understood their client's financial goals, current financial situation, and financial pressures. A financially intelligent salesperson brings all that knowledge to client meetings, providing value beyond what any of your competitors can do.
If your salespeople could read a client's annual report, interpret their financial statements, and listen to their earnings call, they could present solutions as a business partner, rather than a salesperson. They would be able to discuss their client's financial goals and current financial status, and then propose your products and services that will help the client achieve success.
Vital Skills Your Salespeople Will Take Away From This Class:
- Effective research. The ability to effectively and strategically read an annual report and listen to an earnings call to understand the financial issues of clients and prospects.
- Focused communication. The ability to talk with clients about their financial situation and how your company can help them achieve their goals.
- Speak the language of business. A strong foundation in the key financial statements, concepts, and metrics used by companies and by Wall Street.
- Strong analysis. Ability to analyze a client's (or a competitor's) financial statements and tell the company's story.
Topics to Consider for "Financial Intelligence for Salespeople"
- Key financial terms
- Reading the income statement and analyzing your company's income statement
- Key income statement terms and concepts such as revenue recognition, matching
- Financial ratio analysis of your company
- Financial expectations and measures used on Wall Street
- Case study analysis of clients' annual reports, financial statements, and earnings releases
- Earnings calls (yours or your clients')
Recommended Customization
- Reading and analyzing your income statement
- Calculating your financial ratios
- Analyzing several of your clients' publicly available data, including annual reports, financial statements, and earnings releases
- Listening to earnings calls
Where to Start
Call us and we can help you think through the appropriate content for your needs and target audience. Think about the following questions:
- What results do you want to achieve with the course?
- What is the current level of understanding and use of the concepts of the target audience?
