• Liquidity flows and their connection with financial statements;
• Understanding the role and the informative content of financial statements;
• Understanding the cost structure and margins and how they are reflected in the sales decision limitations;
• Operational analysis – performance leverages and how the sales activity can help overall company performance;
• Operational analysis – performance leverages and how the sales activity can help overall company performance;
• The financing decision and its correlation with the operating performances;
• The impact of targets and objectives on sales force behaviour;
• The impact of introducing new KPIs – review case study;

This 2 day focused program is designed for sale teams.

This course help participants to:

• Understand the company cost structure and margins and how they are affected by sales decision;
• Acquire information about the costs structure & company margins and how the sales decision affects them;
• Understand the role and informational content of financial statements;
• Understand how sales are reflected in the financial statements reported to shareholders;
• Acquire skills in calculating company key performance indicators and to understand how sales decisions may help improve them;
• adopt a proper stance on measures taken in order to harmonize business goals and sales decisions while maximizing shareholder value;