Certified Sales Professional by Quota (Leoron brochure)

CSP compentecy review training program

The Quota ® System is unlike any other sales learning experience on the market today.The Quota ® System helps organizations develop their sales people into elite sales performers.Meet your quota and discover valuable sales tools that will change the way you do business.

CERTIFIED SALES PROFESSIONAL

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16-18 June 2013 | Dubai, UAE

welcome to theworld of Quota®

The Quota® System provides tools/training that cover every aspect of sales developmentfrom: sales management coaching; sales conference delivery; reinforcement and follow-up;CRM tracking of sales metrics; and sales training.

Quota® has combined a unique blend of over 30 years of research; practical experience and academic instruction to create an outstanding learning experience that, simply put, produces results!

what are the consequences of creating elite sales performers?Question - what other function in your business is as critical to your future prosperity?

Although every function is important to thesuccess of the organization, without the‘life blood’ of sales, every other corporateorgan will cease to function.

Developing elite sales performers requiresa combination of factors:

• Recruiting talent• Training • Coaching for ongoing improvement• Motivating for maximum output• Reward and recognition• Retaining the talent

The Quota® system addresses each of thesefactors using our unique and proprietaryteaching methodologies.

In combination with our work at the UNIVERSITY OF TORONTO, Quota®

maintains a contemporary finger on the pulse of what it takes to succeed in sales today.

CONTENTS

Introduction

Quota® System

Quota® Programs

Quota® Translation & Customization

Regions

Coaches

Contact Us

QUOTA®

Products

QUOTA® The SalesPerformanceGameTM

QUOTA® B2CTM

QUOTA® Q’ubeTM

QUOTA® CoachTM

Q NewsTM

QUOTA® OnlineTM

QUOTA® CRMTM

QISTM

QSRPTM

T +971 (0) 4 447 5711 | F +971 (0) 4 447 5710 | [email protected] | www.leoron.com

© All material is copyright and cannot be copied, reproduced, duplicated or distributed without proper written authorization of Namaico Holdings Inc.


Partial list ofQUOTA® clients

ToshibaEconolite

CCCLGeneral Conveyor Co. Kan SalesOptechAvmorCasella WSIKruger ProductsUniverity of TorontoMississauge Board

of TradeSpringSamsungStudent Guard HeinzUnisourceRisoSticky MediaAtlantic PackagingSimark ControlsMaplesoft ConsultingNexientPinnacle GroupReliance ProtectronSharp CanadaSprint GlobalWaste ManagementBusiness

Development BankOutdoor Broadcast

NetworkBioforceGlobal CrossingRedmond WilliamsCleartech

Expert TrainerEARL ROBERTSON (Canada) Expert Trainer

Earl Robertson is President and Founder of Quota® and Namaico Holdings Inc. Earl has had an extensive career in sales, marketing, operations and executive management. Mr. Robertson has been CEO of a $40,000,000 staffing services company, President of an international technical training company and was a former executive with Xerox Learning Systems and top salesperson with Procter & Gamble Inc. He is a graduate in business from Concordia University in Montreal and has also served as a Business Advisor to the Concordia University Faculty of Commerce and is a Lead Judge at the annual INTERNATIONAL MBA CASE STUDY COMPETITION.Mr. Robertson has also served on a variety of Boards (public and private).

Quota®, QISTM, QTTMTM & CPSA Online Prep Course & Examination

Quota® (1 day), QISTM (1 day), QTTMTM(1 day) programs have combined with the Canadian Professional Sales Association (CPSA) to provide the CERTIFIED SALES PROFESSIONAL designation examination. By completing the 3 Quota® programs and the CPSA online preparation course and examination (written & oral) the student may re-ceive their internationally-recognized CSP Designation!All inclusive fee includes all training, classroom instruction, workbooks, prep course and examinations

About CSPThe Certified Sales Professional (CSP) designation is the sign of a committed, honest and knowledgeable consulta-tive sales expert. A nationally recognized standard in sales excellence, the Certified Sales Professional designation is how sales professionals can differentiate themselves from others. CSP’s have been tried and tested in the con-sultative selling method; their goal is to help uncover the needs and issues of clients and assist in developing the optimum solution.

The Certified Sales Professional program was developed by CPSA’s Sales Institute to be a career-long commitment to sales excellence and professionalism. CSP’s are required to meet yearly professional development standards and personally commit to the Sales Institute’s Code of Ethics. Sales has become a respected profession of choice and the Sales Institute aims to maintain minimum standards and ongoing development of this next generation of professionals.

Why Become CSP?These three small letters after your name pack an advantageous punch that’s hard to compete with. Over 86% of CSP’s report having gained a competitive advantage in the marketplace and 72% went on to rank in the top 25% of sales earners in their organizations. Earning your sales designation diminishes client apprehension and enables you to uncover mutually beneficial solutions that drive long term growth.The Certified Sales Professional designation is well recognized in the sales and marketing industry as a way to vali-date your sales expertise, having successfully completed both written and oral examinations. Client and colleagues identify you as a competent sales professional who adheres to the CPSA Sales Institute’s standards of experience, knowledge, attitude, skill, and ethics. CSP’s have improved career growth opportunities and higher earning potential.

Benefits of CSP Certification for you1. You are identified as a highly competent professional who has demonstrated and met the standards for ex

perience, knowledge, attitude and skills set by the CPSA Sales Institute2. You improve your career growth opportunities, advancement, and earning potentional3. Employers know you have solid selling skills and the credentials to prove it4. Customers know that you meet a set of rigorous standards for excellence and adhere to a strict Code of Ethics5. You are committed to personal career development and lifelong learning

Benefits of CSP Certification your company1. Set a measurable benchmark within your sales team2. Differentiate your sales team by increasing their credibility3. Decrease turnover by setting a hiring standard for new staff4. Assist with ongoing training and career development5. Demonstrate your commitment to the profession

Quota® - The Sales Performance Game is afun, interactive and team-building experiencethat teaches players about Business-to-Business (B2B) sales cycles and competencies.Each player develops critical sales skills andknowledge while playing the game andhaving fun! 40 critical competencies aretaught over the duration of the game (4-7 hours depending on format).

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

Each player (participant) receives: Quota ®

Player Workbook; Quota Binder; Quota® Pen;Quota®

and Quota® prize for the winning team.

Quota® B2B Stages/CompetenciesSTAGE 1 - Prospecting• Building a Daily Prospecting Plan • Introductory Script • Getting Through ‘Screens’ • Leaving Messages • Handling Prospecting Obstacles

STAGE 2 - Qualifying• Writing Email, Target Letters and Direct Mail • Mulitiple Sales Cycles • Qualifying (B.P.O.U.T.)

STAGE 3 - The Initial Meeting• Meeting Your Client •• 6 Steps to a Professional Greeting • Individual Motivators • Organization Motivators

STAGE 4 - Conducting a Needs Analysis•• Conducting the Needs Analysis

STAGE 5 - Product/Service Demonstration• I.B.O.A.T. • Committee Interview • Presentation Preparation and Agenda

STAGE 6 - Presenting a Quotation• Seven Basic Rules to Quotation Presentation

• Triangulation • Securing a Commitment • 6 Core Closing skills • Appropriate Closes per Buying Style

STAGE 8 – Gaining KDM or Committee Commitment• Competitive Selling Practices

STAGE 9 – Purchasing Approves, P.O. Issued• Handling Purchasing Obstacles • Negotiating

STAGE 10 – Product/Service Delivered, Payment Received• Post-Sales Service • Written Communication

QUOTA®

feedback

62% felt that theygained a betterunderstanding oftheir teammates

72% felt the gameprovided bettertools than othersales training programs

82% felt the gameexceeded theirexpectations

83% surveyed saidthe game kept theirinterest

92% had more funthan other trainingexperiences!

100% felt thegame met orexceeded theirobjectives!

100% would recommend thegame to their colleagues!


DAY 1

“Having been in theconsumer electronicsbusiness for over 20 years, I found that your trainingprogram was one of the best that I have attended. The entire session was informative,interactive and created a sense of competition and camaraderie at the same time.”

Lindsay Takashima, Director of Sales, Toshiba Corp.

“I used this systemon my sales teamand saw results. Weincreased our sales62% over the �rstquarter!”

Mr. Karl de Nie, Director of Sales, Sticky Media

© All material is copyright and cannot be copied, reproduced, duplicated or distributed without proper written authorization of Namaico Holdings Inc.


A key challenge facing sales people today is to be seen as a partner vs. commodityvendor. In order to achieve this relationship,professional sales people access seniorlevel decision makers and sell their products/services as strategic tools.

Building on the core foundational skills ofQuota® , QIS™ (Quota ® Issue Selling) is anadvanced 1/2 day strategic selling programthat takes your Quota® graduates to new levels of sales performance!

QIS™ teaches:• How to analyze your client’s business

issues• Understanding the Strategic

Planning Process• Recognizing how your product/service

addresses organizational needs/levels• Using the unique QIS™ Call Sheet to

record/track your client’s strategic and operational goals

QIS® follows the samefun and team-buildingprocess used in otherQuota® programs toensure your teamseamlessly integratestheir core sales skillsand training into anadvanced level of sales performance!

Issue Selling

TM

Is it ‘nature’ or ‘nurture’? Quota® believes we are all born with certain traits and personalities.However, success in any �eld of endeavor is predicated on mastering the basics of that �eld.An essential element of sales success includes the following building blocks:I. Key Account Roles & ResponsibilitiesII. Strategic Territory Planning SkillsIII. Key Account Sales ProcessIncorporated into these three building blocks are: Value Pyramid Partnership Selling ROI - Time Goal-setting Forecasting Market/Industry Analysis Targeting Key Accounts Territory Marketing Plans Strategic Account Planning

Coupled with the Quota® System™ programs of core selling skills, advanced strategic selling skills; �eld coaching and sales performance tracking.

DAY 2 DAY 3

What does it take to become an elite sales performer?

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VENUE DETAILSOasis Beach Tower Hotel Dubai, UATel: +971 4 399 4444 Fax: +971 4 399 4200 E-mail: [email protected]

Early Bird DiscountsRegister before April 15, 2013 ..................... US$ 2,990Register before May 15, 2013 ..................... US$ 3,240Final Price .................................................... US$ 3,490

Group Discounts3-4 Delegates 20%5 Delegates 25%*please note that all group discount are given on the final price

+971 4 447 5711

+971 4 447 5711

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www.leoron.com

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TERMS & CONDITIONS1. Payment Terms100% payment of the full amount upon receipt of the invoice.2. Cancellation Policyi. All cancellations must be done in writing.ii. Full refund for cancellations will only be paid to a maximum of one week from the invoice date.iii. 50% refund for cancellations will only be paid to a maximum of two weeks from the invoice date.iv. No refund for cancellations done after 2 weeks from the invoice date. Substitute is always welcomed; if not possible a credit will be given which can be used for any of Leoron events up to 1 year.3. Force Majeure: If the event is postponed, canceled or abandoned by reason of war, fire, storm, explosion, national emergency, labor dispute, strike, lock-out, civil, disturbance, actual or threatened violence by any terrorist group, or any other cause not within the control of our organization, we shall be under no liability to ‘Company’ for non-performance or delay in performance of obligations under this contract or otherwise in respect of any actions, claims, losses (including consequential losses) costs or expenses whatsoever which may be brought against or suffered or incurred by ‘Company’, as the result of the happening of any such events.4. Complaint and Refund: For more information regarding administrative policies such as complaint and refund, please contact Val Jusufi, Head of Training at: Tel: +971 4 447 5711, Fax:+971 4 447 5710, e-mail: [email protected]. Governing Law: This contract shall be governed by and construed in accordance with the Laws and Regulations of DMCCA.

CERTIFIED SALES PROFESSIONAL16-18 June 2013 | Dubai, UAE