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
Learning Objectives
  • Discover how to improve the accuracy of the forecasts presented by the sales force
  • Discover how to improve the total contribution from sales by guiding your sales force into negotiating a total terms package, not just price.
  • Recognize different tools for measuring and managing sales performance using trends, variances, ratios, peer comparisons
  • Discover how to design compensation plans that motivate and reward sales performance
  • Identify the various elements governing net sales contribution
Last updated/reviewed: August 13, 2023
5 Reviews (36 ratings)


Member's Profile
Sales forecasting is an art in many respects and drives almost everything in a company. It is critical that inputs be grounded in realism, with some stretch if needed. Otherwise, component shortages or inventory issues quickly arise and are then hard to overcome. This is good information in the training.

Member's Profile
The lecture is interesting, but the final exam is not consistent with language or key concepts from the presentation.

Anonymous Author
Very informative overview. Would love to take a longer course on performance compensation design and management.

Anonymous Author
great topic and good presentation, this course took more than 1 hour and the exam was difficult

Member's Profile

Course Complexity: Foundational

No advanced preparation or prerequisites are required for this course.

Education Provider Information
Company: Illumeo, Inc., 75 East Santa Clara St., Suite 1215, San Jose, CA 95113
Contact: For more information regarding this course, including complaint and cancellation policies, please contact our offices at (408) 400- 3993 or send an e-mail to .
Instructor for this course
Course Syllabus
Driving Sales Profitability
  The Sales Focus 8:17
  Sales and Finance Working Together11:07
  Deal Structure 8:07
  Sales Forecasting7:06
  Gross Margin Vs. Net Sales Margin 3:43
  Measuring Sales Performance 8:31
  Compensation Plans and Compensation Planning 7:16
Continuous Play
  How Finance Helps Drive Sales Visibility and Profitability – Motivation and Measurement56:17
  Slides: Driving Sales ProfitabilityPDF
  Driving Sales Profitability Glossary/IndexPDF