Description

This training will provide you with the fundamental concepts to measure the financial impact of your business decisions. This will allow you to evaluate performance using relevant indicators with a view to improving the efficiency and profitability of your commercial activity.

Who is this training for ?

For whom ?

Sales managers, directors and executives not specialized in financial management responsible for assessing the solvency of prospects, financial directors responsible for optimizing the commercial margin.

Prerequisites

None.

Training objectives

• Learn to assess the risks to the financial health of your client partners
• Optimize commercial performance
• Identify the weak points and opportunities for development of the company's commercial activity
• Master the audit methodology of accounting and financial warning indicators for commercial activities

Training program

• Read and understand the company's balance sheet and income statement
  • Know the main balance sheet items and its functional presentation.
  • Understand the major balance sheet balances.
  • Interpret the income statement and its presentation as an interim balance management.
  • Break down the formation of results.
  • Understand the link between balance sheet and income statement.
  • Case study Analysis of a balance sheet and income statement of a commercial activity.
• Build a business budget for the desired level of profitability
  • Understand the company's strategic plan and its breakdown into an annual budget.
  • Carry out subsequent framing.
  • Collect the necessary variable elements.
  • Model volumes, unit sales price, discounts, margins, forecast costs.
  • Design the monthly commercial budget.
  • Case study Analysis of different budget formats commercial.
• Manage profitability with your sellers
  • Prepare intermediate management balances.
  • Calculate added value and gross operating surplus.
  • Define and calculate profitability ratios.
  • Build and manage dashboards.
  • Case study Choice, analysis and commentary on management ratios for a commercial activity
• Manage customer risk by constructing an evaluation spreadsheet
  • Detect customer failure.
  • Discern the weight of intercompany credit.
  • Select the essential information.
  • Distinguish the main ratios and interpret.
  • Practice normative and sectoral reading.
  • Define scoring, its use and its limits.
  • Case study Identify customer risk linked to the industrial, service or trading sectors and comment on the scores of different companies.
• Business intelligence to measure the financial health of your customers
  • Quickly retrieve data.
  • Choose the most relevant alerts.
  • Enter additional non-accounting data.
  • Integrate sectoral data.
  • Carry out the diagnosis.
  • Case study Implement a business intelligence tool.