How Finance Helps Drive Sales Visibility and Profitability – Motivation and Measurement

This course is designed to help the Office of the CFO understand how the salesforce works, what the common issues are in closing and reporting sales, how we measure and recognize sales transactions, and how we can measure and optimize the net contribution and return on investment from sales activities.

As part of this process we shall consider

1. Managing products,
2. Managing sales channels,
3. The sales process
4. Revenue recognition
5. Forecasting
6. Measuring true profitability
7. Sales incentive compensation plans