Finance for Sales Professionals

A day and a ½ workshop where sales professionals gain practical experience in budgeting, targeting, forecasting, and measuring performance.

Business Challenges Solved with This Course

Effective Planning

Participants manage their companies through a simulated year, looking at short-term results and long-term goals. This involves forecasting and constant decision-making on such issues as pricing, capacity, borrowing, R&D, cost structure, and cash flow.

Track Company Performance

Participants apply modeling of simple financial statements for use in tracking the position and performance of a company.

Gain Practical Experience

Participants gain practical experience in the use of a range of financial planning and analysis tools including cash flow forecasting, budgeting, and ratio analysis.

Delivery Options

Face-to-Face Workshops

Virtual Workshops

Finance for Sales Professionals

In Finance for Sales Professionals, salespeople become competitive in all areas of business. They develop their planning and analysis skills and gain practical experience in budgeting, targeting, forecasting, and using a variety of performance metrics. Sales Professionals gain clear understanding of business dynamics and the financial statements that impact the business.

What You Can Expect From This Course

Program Overview

Developed by Andromeda Simulations International, Income:Outcome Finance for Sales Professionals is a full day and a 1/2 simulation that utilizes the Income/Outcome simulation board to allow sales professionals to manage their companies through a simulated year, looking at short-term results and long-term goals. This involves forecasting and constant decision-making on such issues as pricing, capacity, borrowing, R&D, cost structure, and cash flow.

Facilitator-Led Simulation

This group experience provides the rules for the simulation, a general introduction to the process of business (financial statements, business terminology, fundamental business dynamics), and sets the framework of needing to manage separately for cash and profit.

Team Competition Simulation

Team competition consisting of six business cycles in which teams have full decision-making power and are accountable for the results.

In each cycle, team-based companies develop and implement a business strategy which incorporates real-world dynamics: production capacity, customers, prices, financing, and more. Each cycle includes the following activities:

Examining market drivers: supply and demand, niche marketing, quality
Competitor awareness, setting prices in a competitive market
Ongoing strategic analysis, updating the strategic plan in response to changes in the industry and in the marketplace
Budget and cash flow exercises
Monitoring cash flow
Maintaining the ‘books’ of the operating company (Income Statement and Balance Sheet)
Performance measurement and analysis
Posting, comparing, and discussion of results
Other activities include competitor analysis, Break-Even analysis, Income Statement analysis and cost-benefit analysis.

Ratio Analysis

This module involves discussion of common business metrics with the Income/Outcome Triangle for Ratio Analysis.

Application to Your Company’s Financial Position

The Company Board^® is a 3D visual representation of your current corporate financial position. This module transitions the learning from the classroom to the real world. The tie-back and discussion relate the simulation experience to your company’s concerns, measures, and goals. Can include additional visualization exercise and discussion of real world competitors.

Learning Approach

Our Learning That Never Stops^™ approach will ensure skills learned in the Income:Outcome Finance for Sales Professionals will be transferred to day-to-day work practices. To achieve this, Income:Outcome Finance for Sales Professionals includes components and activities: