- Financial analysis and diagnosis - Balance sheet balances (FRN, BFR, Cash flow), net debt and financial analysis ratios. Analyze financial structure, liquidity and solvency.
- Cost estimation, costing methods - Cost estimation, costing methods (target costing, analogical, parametric, analytical), level of precision, TCO, modes of evolution.
- Intra-co and interco, transfer prices - Understanding Intra-co and interco, as well as transfer prices
- Forecasting methods - Construction of the forecast, forecast (reforecast or actual), budget, PMT and managing the forecasting cycle.
- Modeling, simulation, scenarios - Modeling, simulation, scenarios
- Sales prices and margins - Fundamental approaches to setting sales prices (cost +, market price, value based pricing, TCO, CPA formulas, yield management, price elasticity, promotional efficiency) - Calculating margins, mix effects, scissor effect, impact of inflation, performance and productivity.
- Revenues (sales) - Revenues (sales) - Sales recognition - Contract analysis - Performance obligation - Price allocation
Improvement
Target audience
- Sales and marketing managers
- Financial and non-financial managers wishing to master the economic aspects of sales activities
2 day
Finance training for salespeople
Prerequisites
No prior knowledge is required.
Objectives
◗ Identify key financial indicators for measuring sales performance.
◗ Strengthen collaboration between the sales and finance teams.
◗ Implement techniques for setting and adjusting selling prices.
◗ Analyze changes in revenue and margins compared to the previous year or to forecasts.
◗ Leverage commercial initiatives to support profitable growth and improve cash flow.
Training program
◗ Understanding the link between business model and financial cycle
– Translating strategic decisions into the financial cycle
– Identifying expectations for profitability, growth, and cash generation
– Understand the impact of the business model on cash flows
✔ UNDERSTAND | Illustration: Economic cycle diagram applied to a B2B model
✔ APPLY | Case study: Linking the financial cycle and business model of a service-based SME
✔ EVALUATE | Quiz: In your opinion… Can a low-margin business generate a lot of cash?
◗ Building your revenue model
– Value Stream: Customer Proposition and Revenue Types
– Pricing: Markup, Break-Even Point, Perceived Value
– Revenue recognition in the income statement
✔ UNDERSTAND | Case study: Analysis of several pricing models
✔ APPLY | Practical exercise: Assess the impact of a change in pricing model on profitability
✔ EVALUATE | Quiz: In your opinion… What impact would pay-as-you-go billing have on the bottom line?
◗ Understanding your cost model
– Variable and fixed costs, break-even point, and structure by channel
– Operational leverage and volume sensitivity
– Impact of distribution choices on the cost structure
✔ UNDERSTAND | Analysis: Cost/Key Factors Framework
✔ APPLY | Case Study: Calculate a break-even point based on two sales channels
✔ EVALUATE | Quiz: In your opinion… Does strong growth guarantee profitability?
◗ Develop business with existing customers
– Revenue and Margin Analysis: price, mix, volume, and churn effects
– Inflation, indexation, and exchange rate effects
– Modeling growth, attrition, customer acquisition cost, and customer lifetime value
✔ UNDERSTAND | Data analysis: analyzing revenue fluctuations
✔ APPLY | Case study: measuring the profitability of a customer portfolio over 3 years
✔ EVALUATE | Quiz: In your opinion… Should you always invest more in loyal customers?
◗ Generate cash from sales
– Optimizing Working Capital Requirements
– O2C (Order-to-Cash) Cycle, Payment Terms, and Collections
– Managing Unpaid Invoices and Collection Efficiency
✔ UNDERSTAND | Illustration: From Revenue to Cash
✔ APPLY | Case Study: Identifying Leverage Points to Reduce Working Capital Requirements in a Recurring Business
✔ EVALUATE | Quiz: In your opinion… What is the value of an uncollected sale?
Why choose this course?
Managing customer relationships is a major challenge for companies: it helps them improve their profitability and optimize their cash flow.
This training provides sales representatives with the tools they need to understand and implement best practices in order to help achieve these objectives.
Teaching and assessment methods
Before the training: Submit your expectations via your online portal 15 days before the training begins and complete a self-assessment of your skills.
Teaching Methods: A variety of teaching methods to cater to different learning styles, encourage active participation, and reinforce learning through experimentation and practice.
Educational materials: presentation materials, reference materials (summary sheets, tables, etc.), and other resources available in your account.
During the training: theoretical concepts are alternated with examples drawn from real-life cases. Participants are given the opportunity to engage in role-playing exercises. Numerous practical exercises allow participants to demonstrate their mastery of the skills as the training progresses.
Training monitoring and evaluation: attendance sheet and certificate of completion. Immediate and post-training evaluations conducted using the LearnEval platform.
Price
1,860 EXCL.
Testimonials
Finance training for salespeople
Finance training for salespeople
Finance training for salespeople
Jonathan C.
Company
Training