Instructor for this course
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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: May 29, 2015

4 Reviews (21 ratings)Reviews

4
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.
4
Anonymous Author
Very informative overview. Would love to take a longer course on performance compensation design and management.
4
Anonymous Author
great topic and good presentation, this course took more than 1 hour and the exam was difficult
5
Member's Profile
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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 .
Course Syllabus
INTRODUCTION AND OVERVIEW
Driving Sales Profitability
  8:17The Sales Focus
  11:07Sales and Finance Working Together
  8:07Deal Structure
  7:06Sales Forecasting
  3:43Gross Margin Vs. Net Sales Margin
  8:31Measuring Sales Performance
CONCLUSION
  7:16Compensation Plans and Compensation Planning
Continuous Play
  56:17How Finance Helps Drive Sales Visibility and Profitability – Motivation and Measurement
SUPPORTING MATERIALS
  PDFSlides: Driving Sales Profitability
  PDFDriving Sales Profitability Glossary/Index
REVIEW & TEST
  quizREVIEW QUESTIONS
 examFINAL EXAM