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.