“This is certainly the best training I have been on and trust me throughout my working life I have been on many courses!
It was not easy, but the end result was huge”
What is Commercial Acumen Training?
Commercial Acumen Training is a three-day course that helps your team to understand commercial concepts and the impact non-commercial decisions can have on a business and its customers. Discovery put delegates in real-world business scenarios to give them the hands-on experience of making decisions, in a ‘safe’ environment where any mistakes don’t have a wider business impact.
How does Commercial Acumen Training work?
Discovery Commercial Acumen Training is not a typical ‘off-the-shelf’ course – every delegate goes through a bespoke learning programme that is tailored to your business:
Will Commercial Acumen Training work for my organisation?
Commercial Acumen training places delegates in real-world business scenarios; we tailor activities and learnings to the level and areas of commercial proficiency required for employees’ seniority and role. Discovery will help sharpen the commercial nous of key stakeholders, seasoned sales people or early talent, as it is always tailored to the needs of your organisation and the career stage of delegates.
Commercial Acumen Training is particularly beneficial to organisations that are:
- Introducing commercial concepts to fresh graduates and early talent to facilitate their transition from theoretical study to practical application.
- Looking to remove margin erosion and increase profits through winning, growing and sustaining accounts for the benefit of the customer
- Looking to resolve under performance in sales by creating commercial conversations with customers
- Transformation from a transactional sales approach to one of value proposition.
What will this programme help you solve?
Reliance on discounts to gain or sustain business
This programme uses real-world scenarios to demonstrate the impact on the wider business caused by consistently discounting products or services.
We help your sales people to understand the importance of maintaining margins and give them the tools to help customers recognise the value of products/services.
Retaining accounts based on historical pricing
Retaining customers is an important part of business growth, but a sales person’s desire to retain a long-term client can cause them to become a low-profit account. We will provide your sales team with the exposure and experience to avoid this situation, and keep your accounts growing as your business does.
Lack of commercial experience
Bringing fresh talent into your business has many benefits, but commercial acumen often comes with experience. Our training gives undeveloped talent exposure to real-life scenarios so they can develop their commerciality in a safe environment.
The fear of walking away
Sales people are driven by making sales, but this can lead to making un-profitable decisions. We will help your sales team to understand that making a sale isn’t always the best result, and sometimes the best thing to do is walk away.
Highly transactional sales
Transactional sales can result in missed opportunities and damaged relationships with customers. We will help your team understand how to add value to your customers by helping them to achieve their goals in the most efficient and effective way.
Commercial Acumen Training: Optimise your commercial functions
By using Discovery’s Commercial Acumen Training programme, teams or entire businesses benefit from an increase in commercial thinking. This will give you a higher return on investment for your workforce’s activity and will assist business growth. After the three-day course, refresher sessions and e-Learning tools are available to continue embedding the training and learnings, and continue to positively impact on your business.