CFO Series: Enhancing Sales: Work with Sales to Drive Result

Overview

Sales and Accounting are not alike. In many organizations the two functions are at odds with each other, causing wasteful infighting. Often sales will undercut the accountants and vice versa. Sometimes this is inadvertent and sometimes not. Both functions should work together to achieve superior financial performance. We must take the lead and develop a better relationship with the sales function and the sales team. Oftentimes the sales incentive plans cause friction and result in counterproductive behaviors. If Accounting and Sales were to work together effectively, then net income, revenue and sales incentives would all increase. Thinking differently about how to work together will dramatically enhance financial performance. Imagine at least a five percent increase in the bottom line - we will discuss how. Working together yields superior results.

Prerequisites

At least six (6) months of professional financial statement analysis experience and at least six (6) months experience working with sales or business development.

Objectives

• Recognize the roles of the sales function and sales team.
• Determine the needs of the sales team.
• Formulate effective incentive plans.
• Calculate value and profitability.

Highlights

• Understanding the sales function and sales team.
• Differing backgrounds, expectations and motivations.
• Developing strong relationships, credibility, and trust.
• How to ascertain what Sales really needs.
• Effective incentive plans that can be understood by the sales team.
• Becoming the key support person for sales.
• Communicating value and profitability and explaining risk.