Wojciech Sikora

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BUSINESS AWARENESS

characterized by an extremely important feature: it can be developed

20 year long practical experience gained by implementing projects for international corporations and Polish companies has resulted in improval of business awareness in these companies in most cases. From conducted diagnostic research and development projects we can say with full responsibility, that in Polish business reality in fmcg and pharma sectors business awareness abilities deficits among sales department employees are still a live issue for HR and sales departments in employee abilities development.

Increasing demands of trade partners (Modern Trade, Traditional Trade channels) from suppliers present sales department employees with business challenges they often cannot fulfill on their current level of business awareness. Business awareness ability is still in great deficit what creates a key growth and competition surpressing obstacle on tougher and tougher fmcg and pharma markets in Poland. Business awareness level needed to implement a sales plan in the past is now insufficient given the challenges and hardships of managing a company on Polish market nowadays.

The level of business awareness of the sales department employees, which was needed to implement sales plans in previous years, is currently insufficient in relation to the challenges and difficulties of companies operating on the Polish market today.

"Thanks to the conscious use of all areas related to Business Awareness in our daily work, we gain the ability to function in any organization (...)"

Questions remain valid:

  • Are your employees aware of the ongoing market changes?
  • Do they understand the interactions within the company that increase or limit the effectiveness of the company’s activities?
  • Are the tools used in your organization keeping up with the needs of your clients?
  • Do your employees use all the available research, analysis and tools to achieve their business goals?

Business awareness is the so-called a set of „hard” competences determining the quality and effects of our activities in the area of broadly understood as business decision-making. Thanks to the conscious use of all areas related to business awareness in everyday work, we gain the ability to function in sales organizations with the highest effect, which in turn translates into professional development and self-esteem for the sales organization in which the employee works.

Business awareness sub-competency concept

Within business awareness as the main competence, three critical areas can be distinguished as sub-competences of business awareness.

deals with understanding market mechanisms, functioning of sales departments in organisations and internal and external conditions.

deals with understanding of trade mathematics aspects, costs bound up with the functioning of a sales or customer region vs. income generated by his sales activity.

deals with understanding customer behaviour, product placement and mechanisms deciding about the choice of a particular product by consumers.

Business Awareness is characterized by an extremely important feature: it can be developed, such an approach as, for example, introducing a culture of business awareness among sales department employees may, in the long term, affect the achievement of better economic results in a given company.

Business Awareness is a collection of the so-called „Hard” competences that determine the quality and effects of the actions of each employee in the sales department in the area of broadly understood business decisions. Thanks to the conscious use of all areas related to Business Awareness in everyday work, we gain the ability to function in any organization, department with the highest effect, which in turn translates into the personal development of employees of individual departments and self-esteem for the organization in which the employee works.

It is worth noting that it is in the interest of every sales organization to have employees with the highest level of business awareness in their structures. A high level of business awareness is the best guarantee for the effective functioning of a sales organization, as a result of which we increase the possibilities of achieving the assumed business goals in a given company.