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sales development
VISION
Distinguishing Factors for Competitive Advantage
HOW
WHAT
SKILLS
~ People
~ Behaviors/Competencies
~ Social Systems
~ Access
~ Knowledge
~ Engagement/Support
~ Innovation
Organization ~
Measures/ROI ~
Business Process ~
Information ~
Insight ~
Impact ~
Productivity ~
Financial Focus: Economic engine of business
Interplay: Linking customer solutions to market value
Decision Base: Global competition, collaborative planning
Medici: Innovation
Tango: Talent Management
Leader Engagement Workshop: Executive Sponsorship
This financial learning series can be implemented across the sales organization to produce winning results. Moving
from the traditional sales thought process of features and benefits to communicating business value requires
participation of internal process, skills and knowledge of sales team and multiple perspectives to be able to
successfully transition to contribute sales growth. It takes a commitment to change the way you think and approach
the business and challenges you to learn new concepts that can be integrated into the sales process. This cumulative
curriculum leverages knowledge across the sales organization.

The competitive landscape has increased the daily pressures for management and individual contributors to produce
results. Leadership practices of the past held data at the executive level and transferred information and tasks through
management levels to the individual contributor. Current flatter organizations, multiple initiatives, paradigm shifts and
investments in technology require engagement of all associates in the business to be able to meet the vision and
secure competitive advantage.

FINANCIAL FOCUS: Sharpening Business Skills to Impact Customer Results

Sales training has traditionally focused on process and methods to engage a customer interaction. Today's business
climate requires the additional ingredient of business acumen to effectively demonstrate the value proposition. Financial
Focus provides the knowledge and builds the skills for sales professionals to unlock the potential of their value
proposition.

A business simulation provides the platform for the learning. Participants see the economic drivers of cash flow:
increase profitable sales, decrease costs and manage assets. As managers of their own business, they make
decisions to impact each of the drivers. Financial statements are completed to demonstrate their success. Individuals
clearly understand the structure of an income statement and balance sheet. This provides an opportunity to link their
value proposition to the leverage points that appear on these financial statements.

Once the basics are covered, additional financial analysis includes industry ratios and cash flow statement.
Participants are challenged to leverage that knowledge with business analysis. Clients select a customer to profile
looking for opportunities to view this customer with a financial perspective for the customer and the supplier.

Both of these approaches involve processing a great amount of information. The information is presented by the
facilitator, team exercises and the business simulation. Based on years of experience, role and level of financial
knowledge participants create insight that forms the basis for each individual to take action and impact sales results.

Catalyst Concepts, Inc. provides a platform of business simulations that can be customized to specific markets with
further analysis of specific customer financials. The course content ranges from one to three days based on the
audience and desired outcomes of the experience. The common denominator of business basics; how to read an
income statement and balance sheet, how ratios factor into business decisions, how to weave financial data into a
value proposition that leads to larger deals is part of each of the designs.
PART ONE. Apples and Oranges: The Business Simulation
Module One. Setting the Context
~ Introduction
~ Expanding Perspective
~ Workshop Objectives
Module Two. Business Decisions that Grow Cash
~ Purchase the Business
~ Run Year One
~ Operating Costs
~ Run Year Two
~ Incremental Sales
~ Run Year Three
~ Inventory Management
PART TWO. Customer Analysis
Module Three. Focus on Finances
~ Customer Income Statement and Balance Sheet
~ Customer Measure
~ Linking Value Proposition to Customer Financial Success
Module Four. Focus on Operations
~ Customer Business Strategy
~ Supply Chain Opportunity
~ Linking Decisions to Internal Growth
Module Five. Focus on Growing the Business
~ Industry Ratios
~ Working Capital
~ Ideas for New Conversations
Module Six. Application
~ Customer Profit and Loss Statement
~ Identifying Areas for Improvement
~ Personal Application