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All Courses > Discovery >The Metrics That Matter For Salespeople


The Metrics That Matter For Salespeople


Victor Antonio is an author, speaker, and business consultant. He has a B.S. in Electrical Engineering and his MBA and has built a career as a top sales executive and then CEO of a tech company over the last 20 years. As Vice President of International Sales in a Fortune 500 $3B corporation at the time, he was selected from over 500 sales managers to join the President’s Advisory Council for excellence in sales and management. His success in sales and management also helped him establish channels internationally. He has conducted business in: Europe, Asia, Latin America, UAE, Australia, South Africa and The Middle East. 


Victor is an incredible talent and amazing speaker and trainer . . . it is his amazing talent for getting to the nub of the problem and distilling the best path to resolution that makes him such a valuable adviser and mentor. Few people are better [at] entertaining and motivating an audience than Victor.I have worked with professional speakers . . . None of them made you get up out of your seat with the motivation to go out and accomplish things like Victor does. If you get the chance to work with Victor just leap at it.

Joe Wilson, Director of Sales, Aruvio


Clients are demanding that salespeople understand their business and the only way to do that is to UNDERSTAND their business metrics (e.g., TCO, ROI, BE, KPIs, etc). As a salesperson or manager you need to learn the LANGUAGE OF BUSINESS if you want clients to take you seriously. If you're selling high-end items to businesses, demonstrating an understanding of business metrics will increase YOUR credibility, trust and ability to close more deals.

Topics Include:

  • Understanding Business Metrics
  • Business Acumen
  • 5 Ms of Value Impact
  • Fixed and Variable Cost
  • Costs - Selling a Service
  • Profitability
  • Revenue Sources
  • Types of Costs
  • Straight-line Depreciation
  • Salvage Value
  • Explanation of Amortization
  • 3 Client KPIs
  • Net Income Pipeline
  • Revenues & Cost of Goods (COGS)
  • Gross Profit
  • Operating Expenses
  • Operating Income
  • EBIT(DA)
  • P&L
  • Break-Even
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