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Commercial Acumen

What is the programme about?

Achieving and maintaining account profitability is important at any time, but in volatile economic times, it becomes even more critical. The Commercial Acumen course builds greater awareness of the commercial impact of business actions and how different levels of financial decisions and measures are related.

In addition to the core finance knowledge required to understand account profitability, key issues that are addressed include pricing, the price/volume trade-off, and other ways to drive increased volume. The programmes also address the margin implications of product mix and how to manage costs and reduce 'profit leakage'.

Who will benefit from this programme?

This programme is designed to improve the decision-making of anyone involved in acquiring accounts, growing accounts, implementing solutions, servicing accounts or retention activities.

What will this programme help you solve?

The programme will help you address the following common challenges:

  • Discounting to win or retain business. CA teaches attendees to look at all of the components of value, not just pricing so that commercial targets can be maintained.
  • Retaining business on last year’s prices. It is important to have a strategy in place for this to ensure that the initial rates do not stay in place for years after the deal was won.
  • Low margin accounts. CA helps individuals recognise the commercial value of the product/service mix and how this can be adapted to generate higher returns and deliver better value to the customer.
  • Over-servicing of accounts. Sometimes, it is necessary to stop the ‘going the extra mile’ behaviour to focus on account profitability and maintaining margins.
  • Working outside of scope. Recognising when the account team is doing additional work that is not being charged for is just the first step; CA helps provide ways to tackle this and avoid it happening in the future.
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Contact us about

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Strategic Account Management

SAM teaches sales people how to identify the account data that provides the most useful insights, and introduces a clearly-defined process and interactive toolkit to create, track and monitor practical account plans for immediate application


Commercial Acumen

CA improves the decision-making of anyone involved in acquiring or growing accounts, enabling sales people to achieve and maintain account profitability through greater awareness of key commercial and financial levers


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  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet