Programme overview.
Margin awareness, discount policy, product mix and profitable customer selection for both salespeople and sales managers. Participants work margin-improvement scenarios on their own portfolio.
Why this training?
Most sales teams are measured on revenue and naturally reach for discounts to grow it. But an organisation whose revenue grows while profit falls is producing volume, not value. This programme embeds margin awareness into the daily decision reflex: which customer, which product, which discount level.
The backbone of the programme.
Discount impact mathematics
On a product with 20% gross margin, a 10% discount requires a 100% volume increase to hold the same profit. No decision without seeing the number.
Product mix
The same revenue produces different profit with a different mix. Building the discipline of leading with high-margin products in the sales conversation.
Profitable vs. value-destroying customer
High revenue with deep discounts, late payment and heavy service demand can be a loss-making account. Segmentation is not done on revenue alone.
Discount authority pyramid
Salesperson X%, field manager Y%, director Z%. Without a written policy, discounting drops to the tolerance of the weakest link.
Field example.
At a distribution company, analysing the top 10 accounts revealed that the three largest by revenue were the least profitable — their average discount was 22%. Repricing those three and refocusing on two mid-sized accounts left revenue flat after 12 months while net profit rose 18%.
By the end of the training, the participant will:
- 01Sees the real relationship between margin and discount
- 02Selects customers and products by profitability
- 03Applies the discount policy with discipline
- 04Chooses profit over revenue at year end
Programme flow.
- Margin, discount and profit concepts
- Effect of discounting on profit (calculations)
- Profitable and unprofitable customer analysis
- Product mix optimisation
- Margin protection scenarios
- Action plan
Minimum 2 days
Turkish / French / German
Spreadsheet work, Case analysis, Decision simulation
Certificate of participation issued
What do you leave with?
No pure theory: templates and documents adapted to your business, usable from day one.
- 01Your discount-to-profit impact worksheet
- 02Product mix optimisation matrix
- 03Customer profitability analysis template
- 04Draft discount authority policy
Target participants.
- Experienced salespeople
- Sales managers
- Entrepreneurs
- Sales teams working with finance
Preparation.
- Know your product / service margin approximately
- Bring a laptop (spreadsheet exercises)
Profitability and Margin Management — join the programme.
You can take this training individually, in a group or in-company. Send your request with your preferred language and format.