Tools and training that cover every aspect of sales development, from sales conference delivery sales management coaching; reinforcement and follow-up; CRM tracking of sales metrics; and sales training.
THE QUOTA SYSTEM – INCREASED SALES PERFORMANCEAND RESULTSThe Quota System is a unique, highly interactive gamification format that teaches salescompetencies, management and leadership skills and strategies, all proven to increaseengagement, excitement and retention.These programs are designed, developed and updated by sales professionals and combines aunique blend of over 35 years of research; practical experience and academic instruction. Thesystem has been used and tested by real-world sales professionals across a variety of industrieswith spectacular results. Coupled with our team of industry-leading executive coaches, thesystem will bring your sales team to new levels of performance.Developing elite sales performers requires a combination of factors. The Quota System uses proprietary teaching methodologies to cover the following:Recruiting talentTrainingCoaching for ongoing improvementMotivating for maximum outputReward and recognitionRetaining the talentSALES PERFORMANCE GAMES FOR SALES TEAM DEVELOPMENTQuota – The Sales Performance GameA fun, interactive and team-building experience that teaches players about Business-to-Business (B2B) sales cycles and competencies. Each player develops critical sales skills and knowledge while playing the game and having fun! Based on Quota’s 10 stages of the selling process, it makes the process of selling clearer, while teaching valuable selling skills. 40 critical competencies are taught over the duration of the game.It’s a dynamic game that has been used by many of the world’s top corporations. It has been proven to be a great refresher for sales veterans, and a solid foundation for rookies. It’s a battle for the ages to earn the title of Quota Champions!Typical improvements are found in:Essential selling skillsProspecting for new businessPresentation skillsForecasting accuracySelling to CommitteesCompetitive selling practicesMajor account development practicesTeamwork and motivationWhat You Will Learn:Increased new business opportunitiesStructured prospecting activitiesImproved share and cross-selling within existing accountsValuable client relationshipsHigher closing ratiosSales and service team sellingQuicker sales cyclesCompetitive selling skills & team building Each player receives: Player Workbook, Binder, Skill Review Cards, Certificate and Prize forwinning team.Available in English and FrenchQuota – The Sales Performance Game B2CThe Quota B2C game version is an applied, one day program that teaches players about business-to-consumer sales cycles. Each player develops the critical skills and competencies needed to successfully sell into their market while playing the game and having fun. The Quota Business to Consumer program teaches your sales team all of the core principles they need to know to master the B2C sales process under the guidance of a coach.What You Will Learn:Increased acquisition of new prospects/clientsImproved retention and cross-selling to client baseHigher closing ratios and competitive winsShortened sales cycles and increased productivityEach player receives: Player Workbook, Binder, Skill Review Cards, Certificate and Prize forwinning team.Available in English and FrenchQuota Time And Territory ManagementStudents experience a race to the finish completing a puzzle, which ties into mastering the puzzleof managing one’s time and territory.Quota Time and Territory Management is a one daytraining program that provides critical insights into:Key Account Management, Roles and ResponsibilitiesForecastingStrategic Territory Planning and Management SkillsGoal SettingTime ManagementKey Account Sales ProcessWhat You Will Learn:Building a value pyramidBecome efficient at partnership sellingAssessing ROI on your timeEffective goal-settingAccurate forecastingMarket / Industry AnalysisTargeting Key AccountsTerritory Marketing PlansStrategic Account PlanningA comprehensive Participant Workbook is included.Quota Issue Selling – QISA key challenge facing sales people today is to be seen as a partner versus a commodity vendor.In order to achieve this relationship, professional sales people access senior level decisionmakers and sell their products and services as strategic tools.Building on the core foundational skills of Quota and QIS (Quota Issue Selling) is an advanced,strategic selling program that takes your Quota graduates to new levels of sales performance!QIS follows the same fun and team-building process used in other Quota programs to ensureyour team seamlessly integrates their core sales skills and training into an advanced levelof sales performance.What You Will Learn:How to analyze your client’s business issuesUnderstanding the Strategic Planning ProcessRecognizing how your product or service addresses organizational needs and levelsUsing the unique QIS Call Sheet to record and track clients’ strategic and operational goalsQuota CharismaEver wondered the amount of business opportunities lost in your organization because your sales person lacked “chemistry” with your clients?We live in the time of Homogeneity. One salesperson is just like the other. They know their products and their companies. They recite their product benefits by heart. They typically ask one open question after another. Their clients don’t remember them after a few hours. The reason for being easily forgettable is simple: they were trained in old sales techniques that focus on Feature-Advantage-Benefit (FAB) or asking questions.To today’s sophisticated customer, one salesperson is just like the other. Customers have developed a wide range of defence-mechanisms against typical sales methods. Customers expect their representatives to already know their business and how their products/services can benefit them. However, we are also living in an entertainment culture. We remember the story a charismatic speaker told us in their speech at a conference, but we don’t remember the slides of previous presentations.Customers are drawn by the energy and personality of a salesperson who goes beyond selling. Partnering with them is simply a positive experience. This is why we developed Quota Charisma. This program is for the sales person that wants to stand out in a crowd and have a stronger ‘connection’ with their clients.Quota Charisma trained salespeople simply means more business for you! Charisma can betaught!What You Will Learn:How to stand out from the competitionHow to get more recommendations and higher closing percentagesHow to achieve greater customer satisfactionHow to get more up selling and cross sellingQuota System Reinforcement Program – QSRPMost sales people will tell you about different sales training courses they have taken over the years. In most cases they will tell you they learned some new skills and forgot much of what they were taught. This is why the Quota System Reinforcement Program was designed and is so important.Within a year of the Quota experience, QSRP is the perfect follow up and compliment to ensure that your sales team maximizes their retention of the competencies and skills learned during thecore Quota System programs.Delivered in a full day format, the QSRP provides development in:A review of the complete 40 sales competencies taught in the Quota ProgramInstruction in QIS (Quota Issue Selling) the advanced strategic selling module built on theQuota foundationA Quota game to recap and reinforce the sales competencies learnedParticipating teams compete on the QSRP Sales Highway and navigate their way to personalimprovement across dozens of contemporary sales best practices. The QSRP combines fun,team-building, competition and reinforcement to reap the rewards of your investment in creatingan elite team of sales performers!What You Will Learn:Increased new business opportunities and competitive selling skillsQuicker sales cycles and higher closing ratiosHow your product/service addresses organizational needs/levelsUnderstanding their Strategic Planning ProcessQuota Professional Services – Performance GameQuota Professional Services recognizes that professionals such as Lawyers, Accountants andConsultants require skills in business development and rain making. Whether a junior partner, new accountant or consultant, your ability to generate new business and sustain client relationships is critical to your ongoing success.Quota Professional Services is a fun, interactive learning experience that teaches participants critical business development and account management skills through a 6-step program covering:ProspectingInitial MeetingNeeds AnalysisPresentation of Services and FeesClient ApprovalCommitment and Delivery of ServiceWhat You Will Learn:Learn how to attract new clientsPresentation of services and feesHave engaging initial meetingsEarning the business by getting the client’s approvalConducting effective needs analysisCommitment and delivery of serviceMANAGEMENT AND EXECUTIVE DEVELOPMENT PROGRAMSQuota CoachStudies have consistently identified that even the best personal development programs require follow-up and coaching to realize maximum benefits. Quota COACH, is a unique two day workshop that provides essential skills and knowledge to sales managers, sales executives and those that aspire to become sales managers. The content is so effective it was taught at the University of Toronto, School of Continuing Studies – Professional Sales Management course.Being an effective leader and coach requires strategy, planning, assessment, leadership, management and coaching skills, and the knowledge of how and when to apply them all. People aren’t born to lead, just as everything else, we need to be taught.The program builds on the competencies and process skills taught in the Quota Game experience. Sales people are ensured of a continuous improvement process by Sales Management’s professional follow-up and comprehensive application of Quota COACH concepts.Plus, the unique format provides the flexibility to choose which modules (after the Day One CoreProgram) best fits your own Sales Management Development Plans.Day 1 Sales Management Roles And ResponsibilitiesRecruiting Elite SalespeopleWriting Compelling Offers, Comprehensive Sales Letters and SalesCompensation PlansEnhance Field Coaching CompetenciesAdditional ModulesSalesperson Orientation ProgramsFocused Coaching PerformanceConducting Memorable Sales MeetingsTerritory Marketing PlansCreate Dynamic Reward and Recognition ProgramsSales TrackingTraining ProgramManage Sales Performance ChallengesDay 2A review of concepts from day 1, plus advanced training on:Major account development skillsAnalyzing your clientsConstructing a sales cycle and processForecasting accuracyPresentation skillsTime and territory managementWhat You Will Learn:Learn how to recruit elite salespeopleCreating dynamic reward and recognition programsAlign the right sales compensation plan with your businessConducting memorable sales meetingsDeliver sales training programs to your teamTerritory Marketing Plans (TMP)Impactful field coachingManaging sales performance challengesAvailable in English and French Executive CoachingA one-on-one or group program to get you into the top of your game. Combiningclassroom and on-the-job coaching and feedback ensures you get theattention you need to excel.Sessions cover the following:Developing Strategic PlansCoaching Skills for SuccessHuman Resource ManagementMotivating for Increased PerformanceExecutive RetreatsCreating a “Sales” CultureLeadership SkillsThe morning is devoted to reviewing your understanding of:Prospecting and qualifyingInitiating a business relationshipIntroducing your product/serviceInteractive communicationThree-part closing skillsManaging misunderstandingsHandling objectionsSelling against your competitionThe afternoon provides on- the-job training. Written and verbal coaching on proper skill use andapplication is provided.Quota Q’UBEProvides a fun and entertaining way to reinforce Quota knowledge and skills taught in the Quota experience!Q’ube contains over 150 questions and situations taken from the entire Quota game. It reinforces the concepts learned in the Quota core program and ensures that participants continue to be successful at selling.Played at sales meetings, Q’ube has 6 different games that take 10-15 minutes each to play and builds on the fun, competitive methods of the Quota format. Sales Managers also benefit from this Sales Meeting tool as it provides a fun and interactivemethod for reinforcing critical sales skills and development.What You Will Learn:Team engagement, a culture of developmentFun sales meetingsSales training, increasing resultsTeam buildingAvailable in English and French Quota Decision-making For Sales ProfessionalsUsing Texas Hold’em Poker as the learning tool, Quota Decision-Making for Sales Professionals provides an exceptional learning experience that ensures participation and retention of critical decision-making capabilities. The program was designed and tested with thousands of sales professionals, managers and executives in dozens of countries.Quota Decision-Making for Sales Professionals is a gamified business learning experience. It is not gambling and, as such, the program never uses currency of any kind or promotes gambling as a hobby. The game is played lightly as competitive gaming as a method to enhance the learning experience and demonstrate how skills learned while gaming are directly applicable to business applications. One bad decision and game OVER, while one good decision and you take the POT!As a sales professional, you are constantly evaluating your clients, your suppliers and your owncompany’s capabilities. Your ability to identify the problem, evaluate your sources and use criticalpath decision-making are all essential to your sales success.Each of these critical decision-making formula and process are essential professional pokerplayer skill sets. By utilizing Poker as our learning tool, you will see how you can quickly andeffectively apply the same skills to your sales situations and significantly improve your salesresults.Topics Covered:What is a good pokerplayerThe rules of Texas Hold’emPlaying PokerNatural-Rational Decision makingN/R Diary + Finishing Rational Decision MakingExpected Value in Decision-MakingPermutations and Combinations – Analyzing HandsDecision Making ProcessTransferring Skills to Sales SituationsDecision Making BiasesPlaying poker – Practice Your SkillsPoker Tips and TechniquesDecision-Outcome MatrixApplication ExerciseDecision Structure and ExecutionPlaying Poker – Using Your Skills!Playing Poker With Role CardsReading Player TypesFinal Game – Who Gets 1st Choice at the Prize Table!What You Will Learn:Problem analysis toolsProblem identification methodsEvaluation capabilitiesDecision-making factors utilizing quantitative methodsPossible permutations and combinations of outcomesSample or group statistical analysisRegression analysis tools for decision-makingPeople analysis toolsDecision making and execution toolsQuota – Sales Self-LeadershipWant to make the team, get to the Olympics and on the podium?A powerful, inspiring and interactive learning experience. This program has been designed to transform top sales performers, sales managers and sales executives to champion status. Sales, self-developmentand leadership concepts are blended into the instructional design. Participants leave with a powerful action plan on how to become the best sales leader they can be! The concepts in this unique program will build self-awareness and equip participants to better engage themselves, their clients and their sales teams. Bottom line – Graduates of Quota Sales Self Leadership deliver exceptional sales results!Quota Sales Self-Leadership is an essential piece of the personal development puzzle for those who aspire to be the best at their sales profession.The program is divided into the following modules:It Starts With YouDeals with self-awareness leading to self-regulation and self-managementExplores several self-assessment tools to understand our personality, behaviour, emotions,strengths and valuesChange and comfort zones are examinedDemystifying Sales LeadershipConcept of Leadership is simplifiedUnderstanding of leadership characteristics of successful and impactful leadersIdentify leadership traitsDefine how you can become the best leader you can beEngaging OthersEngaging, developing and empowering staff, peers and managersUnderstand and leverage key relationship building behavioursUnderstand how to manoeuvre management and leadership style between macro and microLearn how to build trustCreating Loyal CustomersLearn how to build and sustain strong customer relationshipsLearn how to build long term customer loyaltyLearn how to manage actions to exceed customer expectationsUnderstand the concept of price with customersPlanning For LeadershipBuilding a plan for leadershipDeals with the questions leaders ask to uncover what’s working and what isn’tDetermine action plans for sales leadershipExamining staff and support strategies and sales structuresMaking It WorkAction planningDeals with change – what happens and will happen around you that you will initiateDeals with transformation – who you are and what you’ll do differentlyWhat You Will Learn:Improved self-awareness, self-regulation and self-managementDefine how you can become the best leader you can beExplore our personality, behaviour, emotions, strengths and valuesEngaging, developing and empowering staff, peers and managersIn-depth understanding of leadership characteristics of successful and impactful leadersHow to leverage key relationship building behavioursLearn to manoeuvre management and leadership style between macro & microBuild a plan for leadershipDealing with change more effectively – who you are and what you’ll do differentlyLeadership Fitness Camp – Coaching OnlineWho’s the best leader you ever worked with?Want people to say YOU?Tired of collecting training binders that only collect dust? Want to apply more of what you’ve learned in your workplace, produce better results, make a difference, and be more successful?Leadership Fitness Camp includes 12 learning modules delivered monthly over 12 months. It is a contemporary, online leadership development program of group learning and coaching sessions, without leaving your desk!Quota Sales Self-Leadership is an essential piece of the personal development puzzle for those who aspire to be the best at their sales profession.The program is divided into the following modules:Online Leadership Fitness Camp Format:Monthly 1-hour online group coaching webinars3 private 1-on-1 coaching meetings during the first yearOnline behavioral self-assessmentComplete program workbookEasy access skill review reference cardsCertificate of Camp Completion of 12 sessions12 Learning Modules in 12 hours over 12 months:1.The Examined Life Worth Living2.Demystifying Leadership3.The Complete Leader4.The Power of Acknowledgment5. I to We… Championship Teams6.Purpose, Values and Vision7.The Expectations Trinity8.You’re Leading Nothing If You’re Not Trusted9.Leader as Powerful Communicator10.Your Price is Not Too High11.Creating Customer Loyalty12.Planning for LeadershipYou’ll experience:Unique content presented each month, scheduled several times each month. Sharing successes and winning practices. Practical exercises that make sense! Homework and action planning to apply going forward. All learning and coaching is completed online with the convenience and affordability of no travel expenses or facilities costs.Benefits:Valuable, efficient, convenient, accessible, affordableSteady dose of muscle-building leadership learning and techniquesLearning in monthly bite-sized pieces = more application of more practicesStay accountable to applying the tools and techniques you learnStay sharp and deal with key challenges and opportunities most effectivelyCUSTOMER RELATIONSHIP MANAGEMENT SOFTWARE (CRM)QUOTA CRMWhat Makes Quota CRM unique? It was designed by sales professionals for sales professionals! As such, extensive research was done on why other CRM’s are so universally disliked by sales performers. The answer was they were too complicated to use. People don’t want to spend hoursinputting data to their CRM when they could be out selling. Plus, organizations don’t want to spend thousands of dollars customizing dashboards and tools before their team ever uses the CRM. Quota CRM takes less than two hours to customize to your sales environment and 24 hours to be up and running. Most importantly, it takes your sales team less than four minutes to enter client information and less than one minute to update!It is a fully functioning sales software tracking program that provides essential analytics and insights into customers, sales representation and territory management. Perfect for the small or medium sized businesses that use spreadsheets or manual processes to manage their sales team and opportunities. Step into the 21st century to take your business to the next level!Features:The software allows sales personnel and management alike to manage their client portfolios and forecast future businessThe program uses unique and proprietary software that is simple to use, tracks multipleareas of sales performance and is easily customized to complement your own salesprocess and lexiconManagement reports are produced at the touch of a buttonThe software guides your sales team on what needs to be done to manage your clients through the sales process4-Level reporting: CEO, Executive, Manager, RepresentativeNew reports for each levelUpdated summary entry at Rep level (automatically calculates)Updated Message Centre for effective communication throughout organizationEasy transitions between levels at Executive levelCEO report with all sales by regionSales Manager report with all sales by teamAvailable in English and French QUOTA PUBLIC SEMINARSQuota Public Seminars are offered on core programs periodically in regions around the world. Should you have only a few sales people or managers, they can enjoy the same Quota experience as larger organizations by attending the public seminar workshops.In addition, if you are interested in evaluating any of the Quota training programs for larger teams,our public seminars are a terrific way to immerse yourself in the Quota experience first hand.SELLING TIPS NEWSLETTER PROGRAMQ NEWSDeveloping sales expertise is not an event but an activity. As such, elite sales performers are constantly studying their craft and keeping abreast of contemporary market practices and trends.Q NEWS is an essential tool for any sales person that wants to ‘up’ their game! Twelve monthly articles from global sales experts provide a quick way to stay abreast of the latest tips and techniques. Q NEWS is emailed directly every month to each subscriber.TRANSLATION AND CUSTOMIZATIONOur Translation and Customization Team is committed to providing the Quota experience in each player’s local language. As such our team will work with yours to ensure all training materials are word-for-word translated and culturalized as needed by each country.We have extensive experience with translation subtitles and believe it is critically important that all participants get the full Quota experience! Our translation experts can create a totally customized version of our programs using your own sales process; language; lexicon and industry examples. Our customization capabilities also extend to in-house Coach Certification and reproduction rights should your organization require it.
Quota - The Sales Performance GameQuota - The Sales Performance Game B2CQuota Time And Territory ManagementQuota Issue Selling - QISQuota CharismaQuota System ReinforcementProgram - QSRPQuota Professional Services - Performance GameQuota CoachExecutive CoachingQuota Q’UBEQuota Decision-Making For Sales ProfessionalsQuota - Sales Self-LeadershipLeadership Fitness Camp - Coaching OnlineQuota CRMQuota Public SeminarsQ NEWS