Course description
Commercial Acumen (CA): In-House Training Programme
Few of the salespeople in charge of commercial decisions grasp the full impact of their actions and how these actions drive profit and loss. Your company employs salespeople and account managers who make daily decisions with a huge impacts on the profitability of your business. These decisions include which products to offer, the value of discounts given, which service team is best suited to the client, and many more. However, those making these decisions rarely understand the whole story of the consequences that these decisions have.
This Commercial Acumen (CA) training programme was created to help sales teams gain a greater awareness of the commercial impact of their decisions and the relationships between different levels of financial decisions and measures. The programme will give your team the knowledge and skills that they need to enhance the profitability of their accounts, including pricing under different gross margin scenarios, trading off price and volume, the margin implications of product mix, how to manage costs and creative techniques to reduce ‘profit leakage’.
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Upcoming start dates
Suitability - Who should attend?
This in-house training programme has been created to enhance the decision-making skills of those professionals involved in acquiring accounts, growing accounts, implementing solutions, servicing accounts or retention activities.
Outcome / Qualification etc.
This in-house training programme will allow you to face the following obstacles:
- Discounting to win or retain business
- Retaining business on last year’s prices
- Low margin accounts
- Over-servicing of accounts
- Working outside of scope
Training Course Content
The content of this Commercial Acumen (CA) training programme can be tailored to fit your needs, customers, markets, and objectives.
Areas typically covered in Imparta's CA programme include:
- Commercial context, shareholder value and the profitability of accounts
- The key financial statements
- Understanding and analysing a profit and loss account
- Profitability levers
- Account budgeting and planning
- Managing account costs and reducing ‘leakage’
- Managing profitability through the product ‘mix’
- Optimising margin
- Pricing
- Cash flow, cash flow cycles and working capital
Expenses
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