Search….
SALES & MANAGEMENT
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.
ABOUT US
Global Training Solutions Inc. provides compliance,
workforce training programs and classroom
instruction aimed at the development, training and
safety of employees in many diverse industries
worldwide.
© 2020 Global Training Solutions
THE QUOTA SYSTEM – INCREASED SALES PERFORMANCE
AND RESULTS
The Quota System is a unique, highly interactive
gamification format that teaches sales
competencies, management and leadership skills
and strategies, all proven to increase
engagement, excitement and retention.
These programs are designed, developed and
updated by sales professionals and combines a
unique blend of over 35 years of research; practical
experience and academic instruction. The
system has been used and tested by real-world sales professionals across a variety of industries
with spectacular results. Coupled with our team of industry-leading executive coaches, the
system 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 talent
Training
Coaching for ongoing improvement
Motivating for maximum output
Reward and recognition
Retaining the talent
SALES PERFORMANCE GAMES FOR SALES TEAM DEVELOPMENT
Quota – The Sales Performance Game
A 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 skills
Prospecting for new business
Presentation skills
Forecasting accuracy
Selling to Committees
Competitive selling practices
Major account development practices
Teamwork and motivation
What You Will Learn:
Increased new business opportunities
Structured prospecting activities
Improved share and cross-selling within existing accounts
Valuable client relationships
Higher closing ratios
Sales and service team selling
Quicker sales cycles
Competitive selling skills & team building
Each player receives: Player Workbook, Binder, Skill Review Cards, Certificate and Prize for
winning team.
Available in English and French
Quota – The Sales Performance Game B2C
The 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/clients
Improved retention and cross-selling to client base
Higher closing ratios and competitive wins
Shortened sales cycles and increased productivity
Each player receives: Player Workbook, Binder, Skill Review Cards, Certificate and Prize for
winning team.
Available in English and French
Quota Time And Territory Management
Students experience a race to the finish completing a
puzzle, which ties into mastering the puzzle
of managing one’s time and territory.
Quota Time and Territory Management is a one day
training program that provides critical insights into:
Key Account Management, Roles and Responsibilities
Forecasting
Strategic Territory Planning and Management Skills
Goal Setting
Time Management
Key Account Sales Process
What You Will Learn:
Building a value pyramid
Become efficient at partnership selling
Assessing ROI on your time
Effective goal-setting
Accurate forecasting
Market / Industry Analysis
Targeting Key Accounts
Territory Marketing Plans
Strategic Account Planning
A comprehensive Participant Workbook is included.
Quota Issue Selling – QIS
A 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 decision
makers 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 ensure
your team seamlessly integrates their core sales skills and training into an advanced level
of sales performance.
What You Will Learn:
How to analyze your client’s business issues
Understanding the Strategic Planning Process
Recognizing how your product or service addresses organizational needs and levels
Using the unique QIS Call Sheet to record and track clients’ strategic and operational goals
Quota Charisma
Ever 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 be
taught!
What You Will Learn:
How to stand out from the competition
How to get more recommendations and higher closing percentages
How to achieve greater customer satisfaction
How to get more up selling and cross selling
Quota System Reinforcement Program – QSRP
Most 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 the
core 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 Program
Instruction in QIS (Quota Issue Selling) the advanced strategic selling module built on the
Quota foundation
A Quota game to recap and reinforce the sales competencies learned
Participating teams compete on the QSRP Sales Highway and navigate their way to personal
improvement across dozens of contemporary sales best practices. The QSRP combines fun,
team-building, competition and reinforcement to reap the rewards of your investment in creating
an elite team of sales performers!
What You Will Learn:
Increased new business opportunities and competitive selling skills
Quicker sales cycles and higher closing ratios
How your product/service addresses organizational needs/levels
Understanding their Strategic Planning Process
Quota Professional Services – Performance Game
Quota Professional Services recognizes that
professionals such as Lawyers, Accountants and
Consultants 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:
Prospecting
Initial Meeting
Needs Analysis
Presentation of Services and Fees
Client Approval
Commitment and Delivery of Service
What You Will Learn:
Learn how to attract new clients
Presentation of services and fees
Have engaging initial meetings
Earning the business by getting the client’s approval
Conducting effective needs analysis
Commitment and delivery of service
MANAGEMENT AND EXECUTIVE DEVELOPMENT PROGRAMS
Quota Coach
Studies 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 Core
Program) best fits your own Sales Management Development Plans.
Day 1
Sales Management Roles And Responsibilities
Recruiting Elite Salespeople
Writing Compelling Offers, Comprehensive Sales Letters and Sales
Compensation Plans
Enhance Field Coaching Competencies
Additional Modules
Salesperson Orientation Programs
Focused Coaching Performance
Conducting Memorable Sales Meetings
Territory Marketing Plans
Create Dynamic Reward and Recognition Programs
Sales Tracking
Training Program
Manage Sales Performance Challenges
Day 2
A review of concepts from day 1, plus advanced training on:
Major account development skills
Analyzing your clients
Constructing a sales cycle and process
Forecasting accuracy
Presentation skills
Time and territory management
What You Will Learn:
Learn how to recruit elite salespeople
Creating dynamic reward and recognition programs
Align the right sales compensation plan with your business
Conducting memorable sales meetings
Deliver sales training programs to your team
Territory Marketing Plans (TMP)
Impactful field coaching
Managing sales performance challenges
Available in English and French
Executive Coaching
A one-on-one or group program to get you into the top of your game. Combining
classroom and on-the-job coaching and feedback ensures you get the
attention you need to excel.
Sessions cover the following:
Developing Strategic Plans
Coaching Skills for Success
Human Resource Management
Motivating for Increased Performance
Executive Retreats
Creating a “Sales” Culture
Leadership Skills
The morning is devoted to reviewing your understanding of:
Prospecting and qualifying
Initiating a business relationship
Introducing your product/service
Interactive communication
Three-part closing skills
Managing misunderstandings
Handling objections
Selling against your competition
The afternoon provides on- the-job training. Written and verbal coaching on proper skill use and
application is provided.
Quota Q’
UBE
Provides 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 interactive
method for reinforcing critical sales skills and development.
What You Will Learn:
Team engagement, a culture of development
Fun sales meetings
Sales training, increasing results
Team building
Available in English and French
Quota Decision-making For Sales Professionals
Using 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 own
company’s capabilities. Your ability to identify the problem, evaluate your sources and use critical
path decision-making are all essential to your sales success.
Each of these critical decision-making formula and process are essential professional poker
player skill sets. By utilizing Poker as our learning tool, you will see how you can quickly and
effectively apply the same skills to your sales situations and significantly improve your sales
results.
Topics Covered:
What is a good pokerplayer
The rules of Texas Hold’em
Playing Poker
Natural-Rational Decision making
N/R Diary + Finishing Rational Decision Making
Expected Value in Decision-Making
Permutations and Combinations – Analyzing Hands
Decision Making Process
Transferring Skills to Sales Situations
Decision Making Biases
Playing poker – Practice Your Skills
Poker Tips and Techniques
Decision-Outcome Matrix
Application Exercise
Decision Structure and Execution
Playing Poker – Using Your Skills!
Playing Poker With Role Cards
Reading Player Types
Final Game – Who Gets 1st Choice at the Prize Table!
What You Will Learn:
Problem analysis tools
Problem identification methods
Evaluation capabilities
Decision-making factors utilizing quantitative methods
Possible permutations and combinations of outcomes
Sample or group statistical analysis
Regression analysis tools for decision-making
People analysis tools
Decision making and execution tools
Quota – Sales Self-Leadership
Want 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-development
and 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 You
Deals with self-awareness leading to self-regulation and self-management
Explores several self-assessment tools to understand our personality, behaviour, emotions,
strengths and values
Change and comfort zones are examined
Demystifying Sales Leadership
Concept of Leadership is simplified
Understanding of leadership characteristics of successful and impactful leaders
Identify leadership traits
Define how you can become the best leader you can be
Engaging Others
Engaging, developing and empowering staff, peers and managers
Understand and leverage key relationship building behaviours
Understand how to manoeuvre management and leadership style between macro and micro
Learn how to build trust
Creating Loyal Customers
Learn how to build and sustain strong customer relationships
Learn how to build long term customer loyalty
Learn how to manage actions to exceed customer expectations
Understand the concept of price with customers
Planning For Leadership
Building a plan for leadership
Deals with the questions leaders ask to uncover what’s working and what isn’t
Determine action plans for sales leadership
Examining staff and support strategies and sales structures
Making It Work
Action planning
Deals with change – what happens and will happen around you that you will initiate
Deals with transformation – who you are and what you’ll do differently
What You Will Learn:
Improved self-awareness, self-regulation and self-management
Define how you can become the best leader you can be
Explore our personality, behaviour, emotions, strengths and values
Engaging, developing and empowering staff, peers and managers
In-depth understanding of leadership characteristics of successful and impactful leaders
How to leverage key relationship building behaviours
Learn to manoeuvre management and leadership style between macro & micro
Build a plan for leadership
Dealing with change more effectively – who you are and what you’ll do differently
Leadership Fitness Camp – Coaching Online
Who’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 webinars
3 private 1-on-1 coaching meetings during the first year
Online behavioral self-assessment
Complete program workbook
Easy access skill review reference cards
Certificate of Camp Completion of 12 sessions
12 Learning Modules in 12 hours over 12 months:
1.
The Examined Life Worth Living
2.
Demystifying Leadership
3.
The Complete Leader
4.
The Power of Acknowledgment
5.
I to We… Championship Teams
6.
Purpose, Values and Vision
7.
The Expectations Trinity
8.
You’re Leading Nothing If You’re Not Trusted
9.
Leader as Powerful Communicator
10.
Your Price is Not Too High
11.
Creating Customer Loyalty
12.
Planning for Leadership
You’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, affordable
Steady dose of muscle-building leadership learning and techniques
Learning in monthly bite-sized pieces = more application of more practices
Stay accountable to applying the tools and techniques you learn
Stay sharp and deal with key challenges and opportunities most effectively
CUSTOMER RELATIONSHIP MANAGEMENT SOFTWARE (CRM)
QUOTA CRM
What 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 hours
inputting 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 business
The program uses unique and proprietary software that is simple to use, tracks multiple
areas of sales performance and is easily customized to complement your own sales
process and lexicon
Management reports are produced at the touch of a button
The software guides your sales team on what needs to be done to manage your clients through the
sales process
4-Level reporting: CEO, Executive, Manager, Representative
New reports for each level
Updated summary entry at Rep level (automatically calculates)
Updated Message Centre for effective communication throughout organization
Easy transitions between levels at Executive level
CEO report with all sales by region
Sales Manager report with all sales by team
Available in English and French
QUOTA PUBLIC SEMINARS
Quota 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 PROGRAM
Q NEWS
Developing 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 CUSTOMIZATION
Our 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 Game
Quota - The Sales Performance Game
B2C
Quota Time And Territory Management
Quota Issue Selling - QIS
Quota Charisma
Quota System Reinforcement
Program - QSRP
Quota Professional Services -
Performance Game
Quota Coach
Executive Coaching
Quota Q’UBE
Quota Decision-Making For Sales
Professionals
Quota - Sales Self-Leadership
Leadership Fitness Camp - Coaching
Online
Quota CRM
Quota Public Seminars
Q NEWS
SALES & MANAGEMENT
TITLES