Acquire the fundamentals
Target audience
0.5 day
Virtual Classroom
Bridge sales training
Prerequisites
Prerequisites: basic knowledge of finance and management control is required.
Materials: training materials and the link to the virtual classroom are provided the day before the training session.
Objectives
◗ Explaining performance through gap analysis
◗ Identify the factors that influence variations in sales
◗ Analyze sales variations by cause - vs. previous period and/or vs. forecast (budget, reforecast, PMT)
◗ Adopt a rigorous approach by mastering the underlying calculations
◗ Interpret analysis results to help decision-making
Training program
◗ Understand the benefits of sales variance analysis
- Analysis objectives: understand the situation, measure performance and propose
corrective actions
- Frame of reference: budget, forecast or reforecast, actual n-1, benchmark
- Retrospective, descriptive, predictive, prescriptive vision
✔ UNDERSTAND | Illustration: en route to our ambition - Comparing reforecast vs actual trajectory.
✔ ASSESS | Quiz: in your opinion... Why analyze the gap between reforecast and actual?
◗ Break down and calculate the main effects
- 5 sources of variance: volume, price, mix, exchange rate and perimeter (churn)
- Formulas for calculating price, volume and mix effects
- Like for like", churn, contractual and exogenous effects
- Introducing the bridge concept
✔ APPLY | Case study: building a CA bridge.
✔ ASSESS | Quiz: what do you think... What's the difference between a mix effect and a volume effect?
◗ Identify the causes of discrepancies and levers for improvement
- Use diagnostic tools: "5 Whys", Ishikawa diagram, mind mapping
- Link the causes of deviations to business decisions
- Propose courses of action: make original, hard-hitting proposals
- Create effective graphic representations
✔ EXPERIMENTATE | Workshop: identifying the root causes of a decline in sales.
✔ EVALUATE | Quiz: in your opinion... What data is needed to build a credible
a credible action plan?
Teaching and assessment methods
◗ Distance learning:
- Three visuals: video presenter, presentation, virtual flip chart
- 6 participants maximum
Before: self-assessment quiz
During the session: presentation of the main principles, practical implications and case studies, examples drawn from recent financial statements. Practical case studies and interactive quizzes ensure that knowledge is acquired.
Afterwards : the trainer is available at the end of the course to answer any questions relating to the training.
General training | FinHarmony Conseil & Formation
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Price
740 EXCLUDING VAT
Testimonials
Bridge sales training
Bridge sales training
Bridge sales training
Jonathan C.
Company
Training