Bridge sales training

Prerequisites

A basic understanding of finance and management accounting is required

Objectives

◗ Explain performance through variance analysis.

◗ Identify the factors that influence changes in revenue.

◗ Analyze changes in revenue by cause—compared to the previous period and/or compared to the forecast (budget, reforecast, PMT).

◗ Adopt a rigorous approach by mastering the underlying calculations.

◗ Interpret the results of the analysis to support decision-making.

Training program

◗ Understand the benefits of sales variance analysis

– Objectives of the analysis: understand the situation, measure performance, and propose corrective actions
– Reference framework: budget, forecast or reforecast, actual n-1, benchmark
– Retrospective, descriptive, predictive, prescriptive perspectives
✔ UNDERSTAND | Illustration: on the path to our ambition – Compare projected vs. actual trajectory
✔ EVALUATE | Quiz: In your opinion… Why analyze the gap between the reforecast and actual results?

◗ Break down and calculate the main effects

– 5 sources of variance: volume, price, mix, exchange rate, and scope (churn)
– Formulas for calculating price, volume, and mix effects
– “Like-for-like,” churn, contractual, and exogenous effects
– Introducing the concept of a bridge
✔ APPLY | Practical exercise: Build a revenue bridge
✔ EVALUATE | Quiz: In your opinion… What is the difference between a mix effect and a volume effect?

◗ Identify the causes of discrepancies and levers for improvement

– Use diagnostic tools: the 5 Whys, Ishikawa diagram, mind mapping
– Link the causes of variances to business decisions
– Propose courses of action: make original and impactful proposals
– Create effective visual representations
✔ EXPERIMENT | Workshop: Identify the root causes of a decline in revenue
✔ EVALUATE | Quiz: In your opinion… What data is needed to develop a credible action plan?

Why choose this course?

A 20% increase in revenue… Analyzing changes in revenue quickly reaches its limits unless it is conducted in greater detail, by identifying and breaking down the factors driving those changes.

In just 3 hours, this training course offers you a robust and effective approach to improving the accuracy of your revenue analyses

Teaching and assessment methods

Distance learning :

– Three visual elements: a video of the presenter, the presentation, and a virtual whiteboard

– Interactive quizzes

– Maximum of 6 participants

Before: self-assessment quiz

During the session: an overview of key principles, a discussion of practical implications, and examples drawn from recent financial statements. Practical exercises and interactive quizzes help ensure that participants have acquired the necessary knowledge.

Afterward: supplementary materials. The facilitator will be available after the training session to answer any questions related to the training.

Price

740 € EXCL. TAX

Testimonials

Bridge sales training