Description

Sales people are measured on numbers they often cannot produce quickly. Pipeline sits in one place, targets in another, and commission in a spreadsheet nobody entirely trusts. This course teaches you to build that reporting yourself, so you can see where you stand and what has to happen next without waiting for somebody else to send it to you.

Who This Course Is For

Account managers, business development staff, sales managers, sales operations, and anyone responsible for pipeline, targets, forecasting or commission.

What You Will Learn

Beginner module, included and skippable

Included so the course works even if you have never really used Excel.

  • Getting started with Excel
  • Formatting
  • Formulas
  • Tables
  • Printing
  • Shortcuts and time saving habits
  • Charts
  • Graphics and illustrations

Intermediate module

A pipeline that tells you something, and reporting that looks the part.

  • Creating and managing tables so the sheet grows with you
  • Presenting and sorting opportunity data
  • Automatic calculations and filtering
  • Blank cells and duplicates, so the same deal is not counted twice
  • Advanced filtering with a criteria range, to isolate a territory, product or stage
  • Copying filtered rows out for a report
  • Validation criteria, so stage, source and owner are recorded consistently
  • Conditional and custom formats, so stalled deals and slipping close dates stand out
  • Absolute references, for applying a rate or weighting across a sheet
  • Creating and customising charts
  • Formatting chart items, legends, plot areas, data series and axes
  • Managing series and saving chart templates, so next month takes minutes
  • Creating and managing sparklines, for a quick read on direction per account

Advanced module

Analysis, commission and forecasting.

  • PivotTables and PivotCharts by rep, region, product or period
  • Lookup functions against a price or rate table, so the rules live in one place
  • Date functions for close dates, ageing and period comparison
  • IF statements with AND and OR for tiered commission and qualification rules
  • Nested, array and conditional formulas for more involved schemes
  • Scenarios and Goal Seek, for what has to close for the quarter to land
  • Auditing and error checking, so a commission calculation can be defended
  • Templates and themes, turning your reporting into a reusable pack
  • Protecting workbooks, so a shared pipeline is not broken by the next person to open it
  • Sharing workbooks

How the Course Is Delivered

The course is delivered online through our interactive learning system. It demonstrates each technique, then has you do it in a live version of Excel, marking your work and correcting mistakes immediately. That function is called the virtual tutor and it is part of the software, not a person, so you can study between calls rather than losing a day to a classroom.

You do not need Excel installed on your computer. Everything runs inside the training system.

Your CPD Certificate

The course is accredited by the CPD Standards Institute. Complete the training, pass the assessment and you receive a CPD certificate in Excel for Sales. The assessment and the certificate are included in the price.

Course Details

Start whenever you like, study at your own pace and keep access for twelve months. No prior Excel experience is assumed. If you are training a sales team, ask us about group discounts and invoicing.