Sales Analysis for Management Consultants

Sales Analysis for Management Consultants, available at $64.99, has an average rating of 4.64, with 164 lectures, based on 284 reviews, and has 3564 subscribers.

You will learn about 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 This course is ideal for individuals who are Management Consultants or Business Analysts or Small and medium business owners or Startups founders or Sales Managers or Controllers It is particularly useful for Management Consultants or Business Analysts or Small and medium business owners or Startups founders or Sales Managers or Controllers.

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Summary

Title: Sales Analysis for Management Consultants

Price: $64.99

Average Rating: 4.64

Number of Lectures: 164

Number of Published Lectures: 163

Number of Curriculum Items: 164

Number of Published Curriculum Objects: 163

Original Price: $189.99

Quality Status: approved

Status: Live

What You Will 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

Who Should Attend

Management Consultants
Business Analysts
Small and medium business owners
Startups founders
Sales Managers
Controllers

Target Audiences

Management Consultants
Business Analysts
Small and medium business owners
Startups founders
Sales Managers
Controllers

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 or 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 challengesin sales andmarketing
How to improvesales and marketingin 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 out or supervised over 90 different performance improvement projects in different industries that generated a total of 2 billion in 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 224 000 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, and tools that we use. To every lecture, you will find attached (in additional resources) the Excels as well as additional presentations, and 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 modifications, 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 who 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 tons of analyses, tricks, and 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, and food industry and will show you how to analyze motivation/bonus systems, 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 several cases and business analyses devoted to sales and marketing in B2B Services. We will go through many cases including consulting, analytical services, and 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 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, and B2C services
What is the difference between options and scenarios?

Who should take this course? Who should not?

Management Consultants and Business Analysts
Financial Controllers
Investment Analysts
Startup Founders
Project Managers

What will students need to know or do before starting this course?

Basic or intermediate Excel
Basic knowledge of economics
Basic or intermediate knowledge of finance & accounting

Course Curriculum

Chapter 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

Chapter 2: FMCG

Lecture 1: Introduction to sales and marketing in FMCG

Lecture 2: Overview of Sales in FMCG

Lecture 3: Overview of Marketing in FMCG

Lecture 4: Main challenges in sales and marketing in FMCG

Lecture 5: Introduction to cases for FMCG

Lecture 6: Sales channel analysis – case in FMCG

Lecture 7: How to expand the brand – Introduction

Lecture 8: How to expand the brand – Solution – Part 1

Lecture 9: How to expand the brand – Solution – Part 2

Lecture 10: How to expand the brand – Solution – How to create scatter plot with names

Lecture 11: Sales force efficiency analysis – Introduction

Lecture 12: Sales force efficiency analysis – Solution – Unit Cost

Lecture 13: Sales force efficiency analysis – Solution – ABC analysis of Current Solution

Lecture 14: Sales force efficiency analysis – Solution – more on Current Solution

Lecture 15: Sales force efficiency analysis – Solution – Margin Maximazation

Lecture 16: Sales force efficiency analysis – Solution – Specialization

Lecture 17: Sales force efficiency analysis – Solution – Summary

Lecture 18: Sales force efficiency analysis – Practical Tips

Lecture 19: How to find the white spaces untouched by your brand – Introduction

Lecture 20: How to find the white spaces untouched by your brand – Solution – Per capita

Lecture 21: How to find the white spaces untouched by your brand – Solution – Local shares

Lecture 22: How to find the white spaces untouched by your brand – Solution – Presentation

Lecture 23: How to analyze the motivation system of sales force – Introduction

Lecture 24: How to analyze the motivation system of sales force – Solution

Lecture 25: Juice producer – motivation system of sales force – Introduction

Lecture 26: Juice producer – motivation system of sales force – Solution – Area Manager

Lecture 27: Juice producer – motivation system of sales force – Solution – Sales Rep

Lecture 28: Overview of segmentation methods

Lecture 29: More on FMCG business model

Chapter 3: Retail

Lecture 1: Introduction to sales and marketing in Retail

Lecture 2: Overview of Sales

Lecture 3: Overview of Marketing in Retail

Lecture 4: Main challenges in sales and marketing in Retail

Lecture 5: Introduction to cases for Retail

Lecture 6: Analyses of stores by cohorts – Introduction

Lecture 7: Analyses of stores by cohorts – Example

Lecture 8: Product range analysis – Introduction

Lecture 9: Product range analysis – Example

Lecture 10: Inventory analysis – Introduction

Lecture 11: Inventory analysis – Excel

Lecture 12: Store checks – examples in retail

Lecture 13: Introduction to Expansion

Lecture 14: Expansion of current model – options

Lecture 15: Saturating existing markets – intro

Lecture 16: Saturating existing markets – Introduction to the case study

Lecture 17: Saturating existing markets – Data for the case study

Lecture 18: Saturating existing markets – Number of Stores

Lecture 19: Saturating existing markets – Stores by concepts

Lecture 20: Saturating existing markets – Concept & Space

Lecture 21: Saturating existing markets – Solution in Power Point

Lecture 22: Expansion strategy into other countries – introduction

Lecture 23: Expansion strategy into other countries – Case Introduction

Lecture 24: Expansion strategy into other countries – Data for the case study

Lecture 25: Expansion strategy into other countries – Which function to use

Lecture 26: Expansion strategy into other countries – Solution in Excel

Lecture 27: Expansion strategy into other countries – Solution in Power Point

Lecture 28: What is multichannel?

Lecture 29: Main problems with multichannels

Lecture 30: Pricing dilemma – case study – Problem

Lecture 31: Pricing dilemma – case study – Solution

Lecture 32: Cannibalization of sales by off-line – Introduction

Lecture 33: Cannibalization of sales by on-line – Introduction

Lecture 34: Cannibalization of sales – case study

Lecture 35: Canibalization – tips how to solve the case study

Lecture 36: Cannibalization of sales – case study – Calculation in Excel

Lecture 37: More on Retail business model

Chapter 4: B2B Services

Lecture 1: Introduction to sales and marketing in B2B Services

Lecture 2: Overview of Sales in B2B Services

Lecture 3: Overview of Marketing in B2B Services

Lecture 4: Main challenges in sales and marketing in B2B Services

Lecture 5: Introduction to cases for B2B Services

Lecture 6: How you can price consulting projects?

Lecture 7: Calculating the price and profitability of a consulting project

Lecture 8: Analyzing the profitability of sales channels – introduction

Lecture 9: Analyzing the profitability of sales channels – example

Lecture 10: Analyzing the profitability of sales channels -example of selling small services

Lecture 11: Cross-selling – Introduction

Lecture 12: Cross-selling – Solution

Lecture 13: Which customer should you remove – Introduction

Lecture 14: Which customer should you remove – Solution – Analysis of Current Margins

Lecture 15: Which customer should you remove – Solution – Potential Improvements

Lecture 16: Which customer should you remove – Solution – Some tips

Lecture 17: Which price formula is the best for my profits – Introduction

Lecture 18: Which price formula is the best for my profits – Solution – Times & Materials

Lecture 19: Which price formula is the best for my profits – Solution – Mixed Options

Lecture 20: More on B2B Service Business Model

Chapter 5: B2C Services

Lecture 1: Introduction to sales and marketing in B2C Services

Lecture 2: Overview of Sales in B2C Services

Lecture 3: Main challenges in sales and marketing in B2C Services – Part 1

Lecture 4: Main challenges in sales and marketing in B2C Services – Part 2

Instructors

Asen Gyczew
Expert in performance improvement, turnaround and startups

Rating Distribution

1 stars: 7 votes
2 stars: 9 votes
3 stars: 44 votes
4 stars: 77 votes
5 stars: 147 votes

Frequently Asked Questions

How long do I have access to the course materials?

You can view and review the lecture materials indefinitely, like an on-demand channel.

Can I take my courses with me wherever I go?

Definitely! If you have an internet connection, courses on Udemy are available on any device at any time. If you don’t have an internet connection, some instructors also let their students download course lectures. That’s up to the instructor though, so make sure you get on their good side!

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