To Access This Course:
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
- Managing products,
- Managing sales channels,
- The sales process
- Revenue recognition
- Forecasting
- Measuring true profitability
- 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: October 19, 2018
4 Reviews (22 ratings)Reviews
Tim Philips
(Controller at Self)
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.
Anonymous
(NA Controller)
Very informative overview. Would love to take a longer course on performance compensation design and management.
Anonymous
(VP, Finance)
great topic and good presentation, this course took more than 1 hour and the exam was difficult
Pablo Dobes
(Analista Sr. de Costos at VF Jeanswear)
ok
Prerequisites
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 .