Sales Analysis For Management Consultants

What you'll learn
Analyze sales and marketing in different industries
Improve sales force efficiency
Increase profits by optimizing sales and marketing
Calculate in Excel the potential impact of proposed changes
Apply improvement techniques to other fields and industries
Improve sales in Retail, FMCG, B2B service, B2C services
Requirements
Basic or intermediate Excel
Basic knowledge of economics or finance
Description
What is the aim of this course? This course will help you drastically improve your knowledge and skills in improving and developing sales and marketing through a series of practical cases. It is designed for people who want to become management consultants, business analysts or have to run and optimize sales and marketing on daily basis. In the course you will learn 3 things: How to understand the main challenges in sales and marketing How to improve sales and marketing in order to increase margin and profit Where to look for savings and improvements, how to calculate potential savings in Excel and implement them This course is based on my 15 years of experience as a consultant in top consulting firms and as a Board Member responsible for strategy, performance improvement, and turn-arounds in the biggest firms from Retail, FMCG, SMG, B2B, and services sectors that I worked for. I have carried or supervised over 90 different performance improvement projects in different industries that generated in total 2 billion of additional EBITDA. On the basis of what you will find in this course, I have trained in person over 100 consultants, business analysts, and managers who now are Partners in PE and VC funds, Investment Directors and Business Analysts in PE and VC, Operational Directors, COO, CRO, CEO, Directors in Consulting Companies, Board Members, etc. On top of that my courses on Udemy were already taken by more than 124 000 students including people working in EY, Walmart, Booz Allen Hamilton, Adidas, Naspers, Alvarez & Marsal, PwC, Dell, Walgreens, Orange, and many others.I teach through case studies, so you will have a lot of lectures showing examples of analyses, tools that we use. To every lecture, you will find attached (in additional resources) the Excels as well as additional presentations, materials shown in the lectures so as a part of this course you will also get a library of ready-made analyses that can, with certain modification, be applied by you or your team in your work. Why have I decided to create this course? Sales and marketing differ drastically in every company and it usually takes a management consultant a lot of time to learn and understand the business during a consulting project. By giving you exposure to real-life cases and analyses I want to improve your awareness and skills in analyzing complex sales and marketing analysis. Thanks to this course, you will know what and how to do during a consulting project devoted to the sales and marketing area. To sum it up, I believe that if you want to build or to find improvements in any business you should master techniques related to analyzing and optimizing sales and marketing. That is why. I highly recommend this course not only to consultants or business analysts that have to advise their customers but also to owners, founders of businesses as well as sales managers and directors. In what way will you benefit from this course? The course is a practical, step-by-step guide loaded with tones of analyses, tricks, hints that will significantly improve the speed with which you find and analyze sales and marketing. There is little theory – mainly examples, a lot of tips from my own experience as well as other notable examples worth mentioning. Our intention is that thanks to the course you will learn: How to understand sales and marketing in different business models How to optimize it Where to look for savings and improvements How to calculate the impact of proposed changes in Excel You can also ask me any question either through the discussion field or by messaging me directly. How the course is organized? The course is divided into the following sections: Introduction. We begin with a little intro to the course as well as some general info on sales analysis.FMCG. In the second section, I will discuss the main challenges in sales and marketing in FMCG. We will also go through a number of cases and business analyses devoted to sales and marketing in FMCG. Our cases will be from the cosmetics, food industry and will show you how to analyze motivation/bonus system, how to analyze the efficiency of salesforce, how to estimate potential growth in specific regions, and many more. Retail. This section will discuss the main challenges in sales and marketing in Retail. We will also go through a number of cases and business analyses devoted to sales and marketing in Retail that will help you immensely during the consulting project. B2B Services. In this section, I will discuss the main challenges in sales and marketing in B2B Services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, aircraft maintenance. B2C Services. In this section, I will discuss the main challenges in sales and marketing in B2B services. We will also go through a number of cases and business analyses devoted to sales and marketing in B2C Services. The case will be from a restaurant chain, a beauty salon chain, and others. I will show you how to check whether a new product introduction makes sense, how to increase profits by 10%, and other cases.You will be able also to download many additional resources Excels with analyses shown in the course Presentation of slides shown in the course Links to additional presentations and movies Links to books worth reading At the end of my course, students will be able to.Analyze sales and marketing in different industriesImprove sales force efficiencyIncrease profits by optimizing sales and marketingCalculate in Excel the potential impact of proposed changesApply improvement techniques to other fields and industriesImprove sales in Retail, FMCG, B2B service, B2C servicesWhat is the difference between options and scenarios?Who should take this course? Who should not?Management Consultants and Business AnalystsFinancial ControllersInvestment AnalystsStartup FoundersProject ManagersWhat will students need to know or do before starting this course?Basic or intermediate ExcelBasic knowledge of economicsBasic or intermediate knowledge of finance & accounting
Overview
Section 1: Introduction
Lecture 1 Introduction
Lecture 2 A little bit about me
Lecture 3 How this course will be organized?
Lecture 4 What to do if a blurry image appears
Lecture 5 How to find additional resources
Section 2: FMCG
Lecture 6 Introduction to sales and marketing in FMCG
Lecture 7 Overview of Sales in FMCG
Lecture 8 Overview of Marketing in FMCG
Lecture 9 Main challenges in sales and marketing in FMCG
Lecture 10 Introduction to cases for FMCG
Lecture 11 Sales channel analysis - case in FMCG
Lecture 12 How to expand the brand – Introduction
Lecture 13 How to expand the brand – Solution – Part 1
Lecture 14 How to expand the brand – Solution – Part 2
Lecture 15 How to expand the brand – Solution – How to create scatter plot with names
Lecture 16 Sales force efficiency analysis – Introduction
Lecture 17 Sales force efficiency analysis – Solution – Unit Cost
Lecture 18 Sales force efficiency analysis – Solution – ABC analysis of Current Solution
Lecture 19 Sales force efficiency analysis – Solution – more on Current Solution
Lecture 20 Sales force efficiency analysis – Solution – Margin Maximazation
Lecture 21 Sales force efficiency analysis – Solution – Specialization
Lecture 22 Sales force efficiency analysis – Solution – Summary
Lecture 23 Sales force efficiency analysis – Practical Tips
Lecture 24 How to find the white spaces untouched by your brand – Introduction
Lecture 25 How to find the white spaces untouched by your brand – Solution – Per capita
Lecture 26 How to find the white spaces untouched by your brand – Solution – Local shares
Lecture 27 How to find the white spaces untouched by your brand – Solution – Presentation
Lecture 28 How to analyze the motivation system of sales force – Introduction
Lecture 29 How to analyze the motivation system of sales force – Solution
Lecture 30 Juice producer – motivation system of sales force – Introduction
Lecture 31 Juice producer – motivation system of sales force – Solution - Area Manager
Lecture 32 Juice producer – motivation system of sales force – Solution - Sales Rep
Lecture 33 Overview of segmentation methods
Lecture 34 More on FMCG business model
Section 3: Retail
Lecture 35 Introduction to sales and marketing in Retail
Lecture 36 Overview of Sales
Lecture 37 Overview of Marketing in Retail
Lecture 38 Main challenges in sales and marketing in Retail
Lecture 39 Introduction to cases for Retail
Lecture 40 Analyses of stores by cohorts - Introduction
Lecture 41 Analyses of stores by cohorts - Example
Lecture 42 Product range analysis - Introduction
Lecture 43 Product range analysis - Example
Lecture 44 Inventory analysis - Introduction
Lecture 45 Inventory analysis - Excel
Lecture 46 Store checks - examples in retail
Lecture 47 Introduction to Expansion
Lecture 48 Expansion of current model - options
Lecture 49 Saturating existing markets - intro
Lecture 50 Saturating existing markets – Introduction to the case study
Lecture 51 Saturating existing markets – Data for the case study
Lecture 52 Saturating existing markets – Number of Stores
Lecture 53 Saturating existing markets – Stores by concepts
Lecture 54 Saturating existing markets – Concept & Space
Lecture 55 Saturating existing markets – Solution in Power Point
Lecture 56 Expansion strategy into other countries - introduction
Lecture 57 Expansion strategy into other countries – Case Introduction
Lecture 58 Expansion strategy into other countries – Data for the case study
Lecture 59 Expansion strategy into other countries – Which function to use
Lecture 60 Expansion strategy into other countries – Solution in Excel
Lecture 61 Expansion strategy into other countries – Solution in Power Point
Lecture 62 What is multichannel?
Lecture 63 Main problems with multichannels
Lecture 64 Pricing dilemma - case study - Problem
Lecture 65 Pricing dilemma - case study - Solution
Lecture 66 Cannibalization of sales by off-line - Introduction
Lecture 67 Cannibalization of sales by on-line – Introduction
Lecture 68 Cannibalization of sales - case study
Lecture 69 Canibalization - tips how to solve the case study
Lecture 70 Cannibalization of sales - case study - Calculation in Excel
Lecture 71 More on Retail business model
Section 4: B2B Services
Lecture 72 Introduction to sales and marketing in B2B Services
Lecture 73 Overview of Sales in B2B Services
Lecture 74 Overview of Marketing in B2B Services
Lecture 75 Main challenges in sales and marketing in B2B Services
Lecture 76 Introduction to cases for B2B Services
Lecture 77 How you can price consulting projects?
Lecture 78 Calculating the price and profitability of a consulting project
Lecture 79 Analyzing the profitability of sales channels - introduction
Lecture 80 Analyzing the profitability of sales channels - example
Lecture 81 Analyzing the profitability of sales channels -example of selling small services
Lecture 82 Cross-selling – Introduction
Lecture 83 Cross-selling – Solution
Lecture 84 Which customer should you remove – Introduction
Lecture 85 Which customer should you remove – Solution – Analysis of Current Margins
Lecture 86 Which customer should you remove – Solution – Potential Improvements
Lecture 87 Which customer should you remove – Solution – Some tips
Lecture 88 Which price formula is the best for my profits – Introduction
Lecture 89 Which price formula is the best for my profits – Solution – Times & Materials
Lecture 90 Which price formula is the best for my profits – Solution – Mixed Options
Lecture 91 More on B2B Service Business Model
Section 5: B2C Services
Lecture 92 Introduction to sales and marketing in B2C Services
Lecture 93 Overview of Sales in B2C Services
Lecture 94 Main challenges in sales and marketing in B2C Services - Part 1
Lecture 95 Main challenges in sales and marketing in B2C Services - Part 2
Lecture 96 Main challenges in sales and marketing in B2C Services - Part 3
Lecture 97 Introduction to cases for B2C Services
Lecture 98 What will be the effect of the price increase – Introduction
Lecture 99 What will be the effect of the price increase – Solution - Impact on coffee only
Lecture 100 What will be the effect of the price increase – Solution – full impact
Lecture 101 Does it make sense to introduce new services or product – Introduction
Lecture 102 Does it make sense to introduce new services or product – the impact of Cofee
Lecture 103 Does it make sense to introduce new services or product – the impact of Soup
Lecture 104 How to increase the net profit by 10% – Introduction
Lecture 105 How to increase the net profit by 10% – Solution – Current Level of costs
Lecture 106 How to increase the net profit by 10% – Solution – Analysis of different options
Lecture 107 More on B2C Services Business Model
Section 6: SMCG
Lecture 108 Introduction to sales and marketing in SMCG
Lecture 109 Overview of Sales in SMCG
Lecture 110 Overview of Marketing in SMCG
Lecture 111 Main challenges in sales and marketing in SMCG
Lecture 112 Introduction to cases for SMCG
Lecture 113 New products within old categories – Case Introduction
Lecture 114 New products within old categories – Case Solution - Vaccum Cleaners estimation
Lecture 115 New products within old categories – Case Solution - the rest of estimation in E
Lecture 116 New products within old categories – Case Solution - Power Point
Lecture 117 Direct Distribution – Case Introduction
Lecture 118 Business model of Retailer - main drivers
Lecture 119 Business model of Retailer in Excel - transaction version - 1 store
Lecture 120 Business model of Retailer in Excel - transaction version - retail chain
Lecture 121 Business model of Retailer in Excel - sq m version
Lecture 122 Direct Distribution – Back to the case study
Lecture 123 Direct Distribution – Current Net Margin
Lecture 124 Direct Distribution – Modeling 1 store
Lecture 125 Direct Distribution – Future Net Margin
Lecture 126 Direct Distribution – Comparison
Lecture 127 Direct Distribution – Solution in Power Point
Lecture 128 How to motivate not yours sales reps – Case Introduction
Lecture 129 How to motivate not yours sales reps – Trainings
Lecture 130 How to motivate not yours sales reps – Contests
Lecture 131 How to motivate not yours sales reps – Incentive trips
Lecture 132 How to motivate not yours sales reps – Loyalty program
Lecture 133 How to motivate not yours sales reps – Summary and Comparison in Excel
Lecture 134 How to motivate not yours sales reps – Solution in Power Point
Lecture 135 How much should you give for the old product – Case Introduction
Lecture 136 When it makes sense to pay your customer for older version of the product?
Lecture 137 How much should you give for the old product – Costs
Lecture 138 How much should you give for the old product – Benefits
Lecture 139 How much should you give for the old product – Summary
Lecture 140 How much should you give for the old product – Solution in Power Point
Lecture 141 From SMCG to service – Introduction – Part 1
Lecture 142 From SMCG to service – Introduction – Part 2
Lecture 143 From SMCG to service – Case Introduction
Lecture 144 From SMCG to service – If sold as a product
Lecture 145 From SMCG to service – If sold as a service – Part 1
Lecture 146 From SMCG to service – If sold as a service – Part 2
Lecture 147 From SMCG to service – Comparison
Lecture 148 From SMCG to service – Solution in Power Point
Lecture 149 How to shorten the lifespan of a product – Case Introduction
Lecture 150 How to shorten the lifespan of a product – General rules
Lecture 151 How to shorten the lifespan of a product – Current Situation
Lecture 152 How to shorten the lifespan of a product – Fad
Lecture 153 How to shorten the lifespan of a product – Lower Costs
Lecture 154 How to shorten the lifespan of a product – Simplify Exchange
Lecture 155 How to shorten the lifespan of a product – Parameters
Lecture 156 How to shorten the lifespan of a product – Comparison
Lecture 157 How to shorten the lifespan of a product – Solution in Power Point
Lecture 158 Why you care about the customer base?
Lecture 159 What is the value of the customer base – Introduction
Lecture 160 How to increase the value of the customer base
Lecture 161 More on SMCG Business Model
Section 7: Additional Resources
Lecture 162 How to scale up a business – best practices from top firms
Section 8: Conclusions
Lecture 163 Bonus Lecture
Management Consultants,Business Analysts,Small and medium business owners,Startups founders,Sales Managers,Controllers

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