Sales as Profit Center Management

Sales as Profit Center Management (Inhouse Workshop)

Every salesperson is not only a manager but also an entrepreneur. The main objective is to maintain competitiveness, market share, sales volume and profitability.

Contribution and EBIT, EBIT-margin are benchmarks for every sales manager.

Sales managers act as responsible representatives in an agile working environment.

The European Foundation for Sales and Marketing works with the assets of marketing in sales to work out a clear structure of what can be optimized.

By imparting our knowledge, we aim at creating a substantial foundation for your sales department so that your staff has the necessary tools in order to implement a sustainable development. We empower your sales people to think and to act economically in order to satisfy both the customer as well as the employer.

Possible Content

  • Opportunity and risk management by sales region and key customer
  • Ways and methods to decrease risk
  • Cooperation with the marketing department and pre-sales management
  • Revenue, sales and contribution in lead management
  • Definition of “most wanted customers”
  • Objectives and objectives realisation quota of sales assets
  • Sustainable development of existing customers
  • Cross- and Up-selling opportunities
  • Business development for sales manager, key account manager
  • Managing make or buy decisions.
  • Ratios and KPI´s to manage and to increase the actual status
  • Customer relationship management as a basis for customer retention
  • Price-contribution and profitability calculation for one customer, one project, one order
  • Integration of PDCA-Cycle
  • Using the Ishikawa method in order to discover gaps between target and actual status
  • Customer satisfaction
  • Strengths and weaknesses by product / services
  • Business Model Management to integrate imparted subjects into the daily work routine

This interactive and extremely agile workshop enables its participants to create numbers, data and facts as well as KPI's of the entire customer handling process from within, thus becoming an agile and responsible sales team. Therefore, a very high level of commitment can be expected. To implement sustainability, we offer micro-modules for learning and implementation transfer as part of a blended learning program. We will discuss the content of these micro-modules in advance. The training intervals can be customized and managed individually according to the seller’s needs.

Please contact us using the contact form. We would be very happy and eager to design a customized seminar in which your sales employees receive a high quality and fun training that will help them to optimize the efficiency of your individual sales areas.

I look forward to meeting you - Roberto Capone