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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.

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P.O. Box 26067 3163 Winston Churchill Blvd. Mississauga , Ontario Canada L5L 5W7 (416) 806-5777 info@globaltrainingsolutions.ca www.globaltrainingsolutions.ca

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
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