- 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
Understanding and implementing
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 required
Objectives
◗ Clarify financial expectations and how business performance is measured through indicators
◗ Improving communication and collaboration between sales and finance teams
◗ Master techniques for setting and changing sales prices
◗ Analyze and explain variations in sales and margins (compared with previous year or forecasts)
◗ Raising sales staff's awareness of the levers for profitable growth and improved cash flow
Training program
◗ Understanding the link between business model and financial cycle
- Translate strategic choices into the financial cycle
- Identify profitability, growth and cash generation expectations
- Understand the impact of the business model on financing flows
✔ UNDERSTAND | Illustration: business cycle diagram applied to a B2B model
✔ APPLY | Case study: combining the financial cycle and business model of a service SME
✔ ASSESS | Quiz: what do you think... Can a low-margin business generate a lot of cash?
◗ Building your revenue model
- Value streams: customer proposition and revenue typology
- Pricing: markup, breakeven point, perceived value
- Recognition of sales in the income statement
✔ UNDERSTANDING | Case study: analyzing several pricing models
✔ APPLY | Case study: assessing the impact of a pricing model change on profitability
✔ EVALUATE | Quiz: in your opinion... What impact does usage-based billing have on the bottom line?
◗ Understanding your cost model
- Variable and fixed costs, break-even point and channel structure
- Operating leverage and volume sensitivity
- Impact of distribution choices on cost structure
✔ UNDERSTANDING | Analysis: cost/key factor reading grid
✔ APPLY | Case study: calculating a break-even point based on two sales channels
✔ EVALUATE | Quiz: what do you think... Does strong growth guarantee profitability?
◗ Develop business with existing customers
- Sales and margin analysis: price, mix, volume, churn effects
- Inflation, indexation, currency effects
- Growth modeling, attrition, cost of acquisition, customer value
✔ UNDERSTANDING | Data study: sales variation analysis
✔ APPLY | Case study: measuring the profitability of a customer portfolio over 3 years
✔ EVALUATE | Quiz: what do you think... Should you always invest more in loyal customers?
◗ Generate cash from sales
- Optimization of working capital requirements
- O2C (Order to Cash) cycle, payment terms, collection
- Outstanding payment management and collection efficiency
✔ UNDERSTANDING | Illustration: from sales to cash
✔ APPLY | Case study: identifying levers for reducing WCR on a
a recurring business
✔ EVALUATE | Quiz: what do you think an uncashed sale is worth?
Why choose this course?
Managing customer relations is a major challenge for companies: it enables them to improve their profitability and optimize their cash flow. This training course provides sales staff with the tools they need to understand and implement the best practices to help them achieve these objectives.
Teaching and assessment methods
Before: self-assessment quiz
During the session: alternating theoretical developments, illustrations and case studies. Participants are encouraged to transpose the course to their own situations. At each stage, they are invited to self-assess on the basis of a matrix and set up their individual action plan. Exchange of best practices. Numerous role-playing exercises help to validate the acquisition of skills throughout the course.
After : e-learning module.
The trainer is available to answer any training-related questions.
General training | FinHarmony Conseil & Formation
See our full training catalog.
Price
1,860 EXCLUDING VAT
Media
Testimonials
Finance training for salespeople
Finance training for salespeople
Finance training for salespeople
Jonathan C.
Company
Training