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, how to improve the accuracy of the forecasts presented by the sales force, how to improve the total contribution from sales by guiding your sales force into negotiating a total terms package, not just price. We recognize different tools for measuring and managing sales performance using trends, variances, ratios, peer comparisons, and different tools for measuring and managing sales performance using trends, variances, ratios, peer comparisons.

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

This course is brought to you by Illumeo. Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job. Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales, and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination. Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.