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Finance for Sales

Money talks, but does your sales team really understand the language?

Recent research* has shown that, beyond the finance department, many business people lack understanding of how their decisions affect the financial performance of their organisation.

It is becoming increasingly important for sales people to demonstrate an appropriate grasp of the primary drivers that affect the decision-making process
to help them build stronger financial arguments.

There ’s more to finance than price

To be successful,your sales strategy must include more than simple price points and discount offers. Sales people must justify how the new expenditure will add value -product information alone will rarely win sales without the financial evidence to back it up.

The Intellexis courses (many of which are offered in multiple languages) first identify, then fill the gaps in your sales team ’s financial knowledge. The aim: to
help your people inspire confidence and position themselves as credible partners
in the client or prospect ’s internal sales process.

On successful completion of the course your sales people will be able to:

	Prepare more persuasive sales proposals,
	Develop and present more effective business cases and speak on equal terms with the senior financial managers they are selling to,
	Make better business decisions,
	Understand company reports and statements,
	Appreciate the wider implications of the decision-making process and understand the criteria by which the buyers themselves are judged,
	Put cost constraints in context and exploit the financial ratios used to construct budgets to their own advantage..

With the overall objective of winning more profitable business.

*An analysis of 400 answers in a recent survey concerning the basics of finance showed that 84% of business professionals failed to reach a pass rate of 50%.

The syllabus

Instruction begins with the fundamentals of financial terminology; not ‘accounting-speak ’, but the terms commonly used by senior decision-makers in the evaluation, presentation and approval of new projects. Familiar notions such as return on investment, return on capital employed, operating margins, cash flow, variable and fixed cost of sales, asset turnover and net present value are all explained.

Training tailored to your business

Courses can be customised to include information relating specifically to your business, and our popular e-learning format allows sales people to complete their training without taking valuable selling time off territory.

Think it ’s time your sales people figured out finance?

To find out more please contact us via the information request form or call +44 (0)20 7371 4444 and speak to an adviser.