Quota Sales Performance System is holding a 2 days workshop in Cairo Oct 10,11

1. Quota
and
Professional Sales Practices
Workshop
Cairo, October 10,11 2012

2. Introduction “I just wanted to send a
little note, as I continue to
Acquisition and retention of knowledge and attitudinal change lead to get feedback from the
training session provided a
behavioral changes and improved performance. The more the learner is couple of weeks ago.
engaged, the higher the retention/usage of skills taught.
The booking process and
delivery were flawless, and
Research has proven that learners whose knowledge acquisition was the course content was
higher at a training event were more likely to transfer this learned fantastic! The first two
stages we could probably
material to the marketplace hence Quota®'s emphasis on experiential do every couple of
learning. months. I was unsure how
the full day course would
go over, but the content
Gamification has proven itself to be the leading method for involving and the format kept
everyone engaged down
the student in the learning material. Quota® is the world's leading to the final second win by
sales training organization that uses Gamification as it's core training our most unlikely of teams
methodology to create an experiential learning environment. (they were down all day!).
Since the session, some
feedback has come in as
Learning originates from the materials provided, the peer-learning and follows:
coach generated ‘connections’ to the Quota® content. “10 times better than
previous trainer.... It wasn't
about the trainer, it was
about the training!”
“Best training I've ever
been through”
“When I heard it was going
to 4:30 I thought it would
be draining. It not only
flew by, but I left energized
and pumped!”
“Impactful”
Thanks again for the
excellent experience and
program! We are certainly
excited for more Quota
learning (and fun!).
Adam Wills
Sales Manager
Redmond Williams

3. Quota® has been tailored to meet the different approaches to training
and incorporates the individual approach, through the use of
personalized workbooks and link-back exercises but also the
organizational approach emphasizing group activities and teamwork
throughout.
Further outcomesclients experience post-Quota® training are:
• Increased sales volume
“This course has proven
• Improved customer relations to be a great benefit to
• Increased salesperson commitment leading to lower levels of staff me as a National Sales
Manager. I have been
turnover able to implement the
• Decreasing selling costs practices with the sales
force across Canada
• Improved control of the sales force and I believe it is a big
• Better time management reason why we are
prospering during this
recessionary time. We
have been able to
increase our sales by
30% YTD and we are
Instructional Methodology currently the best
performing division
The core content is the same material taught at the University of globally.”
Toronto, School of Continuing Studiesandthe Schulich Executive Frank Malta
Institute. In particular, competencies taught will provide the National Sales Manager
participants with Handicare
A clear understanding of their roles & responsibilities and how they can
positively impact their business development results
Essential field business development skill sets. Various competencies
and practices ensure contemporary Partnership Selling effectiveness. “The contents of this
course is essential . It is
Training in the use of strategic selling to improve senior level well structured and rich in
interactions detail.It was a great
pleasure to attend this
course and I would
recommend it very
enthusiastically. To be
Involvement = Retention! honest, I’m already
missing it!.
Jane Lima

4. Modules in the Quota® process use:
Learning Objectives
Group and Individual learning activities
Handouts and exercises “I feel that I have
Coaching and presentation practice sessions effectively acquired the
tools to help me step up
Templates for written work that can be used immediately post- to the plate as I am now
workshop confident in my abilities
to recruit, to train and to
Skill Review Guide Cards to ensure Sales Representatives can review hold an effective and
key Quota® Business Development practices interesting sales
meeting. I have more
confidence in my
PSP Workshop Module Content abilities....as well as,
confidence in the tools
that I have acquired to
The workshop will focus on a combination of primary sales skill and successfully progress in
my career in Sales
advanced strategic selling skills to ensure the participants have the Management.”
competencies required to increase their organization business and
market share. CalumNicol
Therapist’s Choice
Core Program: 40 competencies reviewed in the 10-stage B2B business
development process. This 1-day program will be tailored to the Sales
Representatives process and client situations.
“This course, with its focus
STAGE 5 - Product/Service on geographical field
Partnership Selling – The Evolution of Selling Demonstration sales...gave much more
· I.B.O.A.T. insight and knowledge
The Sales Cycle · Committee Interview about day to day
· Key Events of the Business Development Cycle · Presentation Preparation and Agenda challenges of sales
· Securing a Next Key Event managers. Especially
STAGE 6 - Presenting a Proposal with respect to people
STAGE 1 - Prospecting · Seven Basic Rules to Proposal management and
· Building a daily prospecting plan Presentation personnel issues.”
· Introductory Script
· Getting Through ‘Screens’ STAGE 7 – Gaining Influencer Support FarhadHajkazemian
· Leaving Messages · Triangulation Ziggurat Development
· Handling Prospecting Obstacles · Securing a Commitment Corp.
· 6 Core Closing skills
STAGE 2 - Qualifying · Appropriate Closes per Buying Style
· Writing Email, Target Letters and Direct Mail
· Multiple Business Development Cycles STAGE 8 – Gaining Key Decision-Maker
· Qualifying (B.P.O.U.T.) or Committee Commitment
· Competitive Selling Practices
STAGE 3 - The Initial Meeting
· Meeting your client STAGE 9 – Purchasing Approves, P.O.
· Confidence Builders Issued
· 6 Steps to a Professional Greeting · Handling Purchasing obstacles
· Individual Motivators · Negotiating
· Organization Motivators
STAGE 10 – Product/Service Delivered,
STAGE 4 - Conducting a Needs Analysis Payment Received
· Needs Identification Selling · Post-sales service
· Conducting the Needs Analysis · Written Communication
· Thank your client!

5. Deliverables & Outcomes
Each participant will receive: “We embarked on the
creation of a custom sales
training program based on
Quota® Player Workbook our desire to have an 'in-
Full-day of Quota® training in B2B 10-stage, 40 competency training company' program that
completely reflected our
modules. sales process; company
Quota® Binder culture and unique selling
proposition. After
Quota® Skill Review Guide Cards reviewing various
Quota® Pen programs in the
marketplace,we chose the
Quota® Graduation Certificate Quota@ System as it had
A subscription to Q NEWS™ (monthly email newsletter with 4 unique capabilities: it
contemporary business development tips & techniques) was the most
contemporary in the
marketplace; the game
teaching methodology was
OUTCOMES unique and engaging; the
system allowed us to
expand into other sales
Each participant will have increased ability & skills sets to increase development areas;
client penetration and market share. In particular, they will leave the The Quota@team was
workshop with a myriad of contemporary business development absolutely outstanding in
practices they can immediately apply to their day-to-day tasks and their responsiveness;
sensitivity and reliability.
responsibilities. The final product was
exactly as promised and
we are now in process of
rolling it out to our dealers
and reps across Canada.
We give the Quota@team
our highest
recommendation and
welcome a call from any
party interested in working
with Quota@ on their own
custom sales training
program.”
Gabriel Nicoletti
Director, Dealer &
Residential Sales
Reliance Protectron
SecurityServices

6. What is the Quota® System
The Quota® System is a unique sales training program that provides
outstanding skill development in contemporary sales situations. The
process of creating elite sales performers involves a variety of steps
including:
“This is probably the best
Core Training in eitherQuota®B2B or B2C sales stages course I have ever taken.
Quota® COACH™Sales Management field sales coaching that reinforces Most of the materials and
ideas are what is most
and enhances sales representative effectiveness useful to me. I am
Sales Meeting training and reinforcement of competencies learned in confident this will help me
tremendously in my career.
the core Quota® program. TheQuota® Q’ube™ provides the Q Master Overall, I think this is a
(Sales Manager) with 7 fun and dynamic games (10-15 minutes each) great course and I will
definitely recommend my
that make each sales meeting an opportunity to further develop the friends to take a look at it!”
skills of each manager’s team.
Quota® CRM™ is a sales tracking tool designed by sales executives for James Wang
Mackenzie Financial
sales professionals. The Quota® CRM™ provides information on 30 Services
different sales performance indicators and helps Sales Managers know
where/how to coach their team to higher performance. Input time is
less than 5 minutes per account and less than 2 minutes per update!
Q NEWS™ is a newsletter (free to all Quota® clients) that is delivered
monthly via email to each sales representative. Q NEWS™ is written by
North America’s top sales gurus and provides outstanding advice to
your sales team on contemporary sales stage practices.