Just concluded a two day public seminar on Contextual Selling with participants having sales experience from 1 – 15 years in selling heavy to light machines, real estate & hospitality, high-end cables etc.

Surprising to note that after all these years of selling, sales persons are unaware of the concepts of bottom line and top line. Some of the answers on top line were “management”, “high quality”, “top down approach” & “booker” while their take on bottom line ranged from “customer” to “low quality” to “bottom up approach” & “guest”. In an audience of 19 participants, not one came close to the concept of revenue and profits!

Organizations must seriously ensure their sales personnel understand the basic concepts of their financial statement as then only will they sell with a better understanding of their contribution to the organization.