Salespeople as Businesspeople #8 - By Brent Patmos

The next 15 blog posts will deal specifically with the behaviors, strategies and skill sets that lead to salespeople thinking as businesspeople and achieving advanced levels of sales performance.

Competency #8 - Financial Competence: The salesperson as businessperson demonstrates financial competence by understanding the financial drivers of their business and their customer's business. They ask purposeful questions about sales targets, expense targets and pricing and margin strategies. The ability for a salesperson to interact at this level demonstrates a confidence and a competence that moves them beyond typical and into the status of trusted advisor.