Understand How Customers Make Decisions
Business Acumen: Decision Base™ is a fascinating, hands-on simulation that teaches your salespeople how their customers think. During a two-day simulation, participants “run” their own company. They learn how and why clients make the decisions that maximize return on investment. When your salespeople understand how business customers make business decisions, they will demonstrate increased confidence and professionalism as they call higher in accounts. As a result, your salespeople will be viewed as true business partners and sell at more profitable margins.
Decision Base™ directly builds the following competencies:
- Business
acumen
- Priority setting
- Timely decision making
- Strategic agility
- Building effective teams
- Decision quality
- Problem solving
- Listening
- Planning
During the Decision Base™ simulation, participants manage the strategic, operational, and financial variables of a company over an eight- to ten-year period. Competing with other simulation teams, participants plan and implement production, sales, marketing, and financial strategies as well as prepare annual profit and loss statements and balance sheets. Participants gain critical insight into the communication and vertical and horizontal teamwork required to make sound business decisions. At the conclusion of the simulation, success is determined by each team’s competitive decisions and the impact of those decisions in the marketplace. The team with the most retained earnings wins—just as in real life.
Decision Base™ is a two- or three-day simulation typically comprised of 12 to 24 participants divided into four to six teams of virtually all experienced sales, marketing, and training team members, from top management to front-line associates. Implementation components include tabletop board simulators, Business Decision books, video, lecture, and application exercises. Exercises and debriefing can be customized to relate materials to your company and customers.
“I found the training to be profoundly valuable. On my flight home, I sat next to the CFO of a major company in our industry and was able to talk extensively about cash flow and alternative investment strategies for 1.5 hours. I couldn’t have bought that interview! Decision Base™ really helped me maximize the valuable time I was lucky enough to spend with this person. I think EVERY Oracle USA sales and marketing person should be required to take the training. It is exceptional!”
— Thomas N. Holder, Account Manager, Oracle Corporation
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