QNews-DEC-2014-1

QNEWS • December 2014 • 1
INSIDE THIS ISSUE
Climbing Mount
Kilimanjaro, One
Step at a Time.....................2
The Rabbit and
the Turtle Walking
Together.................................3
Quota®
Public
Seminars................................5
There comes a point when we realize there is more mileage behind us than
ahead of us. Depending on the road we have traveled this can be distressing or
calming. Fortunately for me, my road has provided me the wonderful opportunity
to see a bit of our world. I have transversed the globe a number of times and had
the good fortune to visit over 50 countries on my travels. Admittedly, this was
an ambition I had set for myself years ago with a simple goal of visiting 2 new
countries/year.
After these travels, I have come to the realization that, in spite of our differences,
we are 98% the same! Each country has it’s own unique history, faith, culture and values. Each country
is torn by outside pressures, internal leadership. Each country has unique demographics; political parties
and economies. And...each country has, for better or worse, a combination of natural resources and
distribution of the fruits of those resources to it’s populace.
However, I believe that 98% of what makes us human is shared by all. Our humanity, our caring for our
children and the world we are leaving them, our innate goodness
and hope for peace & prosperity.
Watching the news these days, it would be easy to think we are
sliding into a negative spiral of human conduct. But statistically,
this is just not so. Professor Don Boudreaux discusses this on
YouTube under: The Hockey Stick of Human Prosperity at:
https://www.youtube.com/watch?v=t9FSnvtcEbg another great
YouTube video is Hans Rosling’s 200 Countries, 200 Years, 4
Minutes at https://www.youtube.com/watch?v=jbkSRLYSojo These
two videos clearly show the amazing trends of human prosperity and
how fortunate we are to be living now.
Whatever your faith, this is a good time of year to take stock and
appreciate the wonderful opportunities available to us in our day
& age. With over 30 distributors in our company, representing 22
countries, Quota®
has been extremely fortunate to meet great men
& women of character and enjoy their partnership, input and friendship. We wish each of them, and you
the very best of the season and our hopes that 2015 will bring you the world the peace & prosperity we
all aspire to. •
98% Factor
Volume 11, Issue 12 • December 2014
Riyadh, Kingdom of
Saudi Arabia – Quota®
Participants

Climbing Mount Kilimanjaro,
One Step at a Time
Hi, I am not making this up; it is a personal experience that I want to share with you.
A few years back when I was approaching my 50th birthday I started having a “Middle Age
crisis”. Isn’t it amazing how people think they’ll live for a 100 years, so they call reaching 50
middle age. Long story short, I ascended Kilimanjaro and celebrated my 50th birthday right at
the summit (18,000 ft ASL)
Kilimanjaro is a volcano, it’s a long trek as opposed to a climb. To do Kilimanjaro is to walk 96
KM in 4 days (up, down and acclimatization). Naturally the question I bugged my guide with for
four days was “are we there yet”?
Seriously, you walk 8 hours a day while ascending 1000 M everyday in decreasing oxygen (the
air is 50% thinner at the summit). Many questions rush to your mind while you’re struggling for
more oxygen, “Will I make it, How long before lunch, Could I get AMS and die”?
My guide Jamal kept telling me to focus on my next step, forget about the camp or lunch, etc..
He kept on repeating the words “Poleh Poleh” which is slowly slowly in Swahili, I thought to
myself, I am wearing a trekking hat with a long visor and my field of sight is blocked except for
the next few meters ahead of me. What if I just focus on my next step and then the step after
that, then the step after, etc. IT WORKED and in no time we saw our camp on the horizon and
the day was over.
I mapped the same concept for the Quota selling process:
1 Prospecting.
2 Qualification.
3 Initial meeting.
4 Needs analysis.
5 Product/service demo.
6 Quotation presentation.
7 Influencer approves.
8 KDM (Key Decision Making committee) approve.
9 Purchasing approve.
10 Service delivered and money collected.
What you care about is moving the sales process to the next step,
if you focus on this and do it well, you will effortlessly get closer
and closer to your goal. I usually get the question “which is the most
important stage in the selling process?” My answer is always, “the
next step”. Focus on moving yourself and your customer to the next
step, that’s what matters.
You’re in the Initial Meeting stage; your focus is to meet the right
person. You get an appointment, meet with the decision maker and get a commitment to do a Needs
Analysis. The sale is under way, you and your customer have now moved to the next stage of the sale.
If you can move the sale along one step at a time, you will soon find yourself reaching the “summit” which
is a satisfied customer, your company’s money in the bank, and the commission in your pocket.
Discover
sales trends
for the new
economy
Click Here
Qatar Quota®
Participants

Buy a trekking hat with a long visor and keep it on your desk to always remind yourself to focus
on the next step. •
ASHRAF OSMAN is the Quota regional distributor for the Middle East
(Saudi Arabia, Bahrain, Kuwait, Qatar and UAE). You can fallow Ashraf on his blog at
http://ashraf-osman.com
The Rabbit and the Turtle
Walking Together
Understanding our own product or service’s sales cycle is very important, but another factor
that many sales people don’t consider is that every customer also has his or her own cycle or
rhythm. What I mean by this is, we all operate by our own internal clocks and move at our own
comfortable pace. When your rhythm and your customer’s pace are mismatched, it’s much like
the proverbial rabbit and turtle trying to take a walk together. The rabbit keeps getting ahead of
the turtle and has to continually double back while the turtle is struggling to keep up.
As sales people we know our products inside out and most of us are very motivated to pass this
inform on to our customers. Unfortunately this is where things can go off the rails. You the rabbit
with all of your product knowledge and drive to close the sale very often leave the slower moving
turtle behind in the middle of sales process.
The customer can be left behind for two reasons. Either you’ve ignored one of the stages or key events of
the process or moved through the process so quickly that you’ve left out important points. The customer
isn’t really trying to move at a turtle’s pace, it’s just that he wants to make sure that he fully understands
all of the ramifications of purchasing your product. Will the purchase
make his life easier by satisfying his needs.
Has this ever happened to you? After at least a dozen attempts,
you finally set up an appointment with your potential client. You’re
sure this is going to be an easy sale because you know you have
just the product that your client needs. After all you’ve already sold
your product to three other companies in the same industry. You pull
out all of the stops and give what you think was one of your best
presentations. You ask for the order and get the client’s commitment
to give you an answer on Monday.
First thing Monday morning you phone your client to see when you
can stop by to pick up the order. But there’s one small problem, the
client has decided not to make the purchase or even worse she’s
decided to buy the product from one of your competitors. What
happened?
Well a lot of possible things might have gone wrong but most likely after reviewing your presentation and
the key stages of the sales cycle you’ll find that in your hast to make what you thought was an easy sale
you moved too quickly and skipped over one or more of the steps.
When you were prospecting and qualifying the client, were they really a good prospect to begin with? Did
you establish that the person you set up the appointment with was actually the decision maker?
• Recruiting Elite Performers
• Coaching Competencies
• Sales Meeting Checklist
• Time & Task Management
• Managing Performance
Problems
• Maximize your sales training
investment
Take your team to the
next level of Performance
with Quota® Coach™!
Introducing Quota® CRM™!
Unique and proprietary software that allows you to:
• Manage your portfolio of
clients
• Track your ROI on marketing
• Identify critical coaching areas
• Consolidate your sales team’s
performances into one report
• Compare individual vs. team
vs. company sales
performance
Contact (905) 601-2880 or email
inquiry@quotagame.com
to get more information
on this outstanding
sales Development
tool!
• Quota® Reinforcement
• Race the sales highway!
• Unique game format
• Review of 10-stage B2B
• 40 Competencies reinforced!
• Team building format
• Structured as Quota® follow
up program 6-12 months post
Take your team to the
next level of Performance
with QSRP™!
on this outstanding
sales Development
tool!
Introducing Quota® Sales Self
Leadership (QSSL™)!
Unique and proprietary software that allows you to:
• Advanced Leadership Program
• Bettter engage your clients
and sales representatives.
• Identify self-improvement
areas
• Action plan the new you!
• Evaluate your leadership style
and where you want to grow
• Thomas International Personal
Proﬁle Assessment included!
on this outstanding
sales Development
tool!
PLAYE
R W ORKBO OK
PLAYE
R W ORKBO OK
Healthy Body Services,
Toronto, Quota®
Players

Telephone: +1 (905) 601-2880
Fax: +1 (905) 828-7890
E-mail: inquiry@quotagame.com
Website: www.quotagame.com
During the initial meeting did you somehow get off on the wrong
foot by being clumsy or forgetting what is considered good business
adequate.
Maybe your needs analysis was poor. Did you spend too much time
explaining to the client why he should buy your product rather than
probing to find out what his needs were? Perhaps you skipped over
this step and moved right into the product demonstration never
really understanding the client’s needs and buying motivations.
Were there other influencers or Key decision makers that you
should have known about and also included in the sales process?
As you can see when you move too quickly through the sales
process by taking short cuts and not covering all the bases you
do so at your own peril. If you take the time to do a postmortem of
those sales calls were you were not successful, more often than not
you will come to the conclusion that you’ve skipped over one of the
stages or key events of your sales cycle or just haven’t practiced all
of the selling skills you need to be successful at each stage of the
selling process.
The next time you’re tempted to start taking short cuts by leaving
out stages or key events of your sales cycle, just remember the
rabbit and turtle. Then slow down and make sure that you cover all
the bases. •
David Midleton
You can reach David by emailing him at
University of Toronto
Professional Sales Practices
Champions
University of Toronto
Professional Time &
Territory Management
Champions

Quota® Public Seminars !
2015
!
!
Quota® programs are run in public seminars internationally. To inquire about registering yourself or
one of your salespeople/managers, please reply to: inquiry@quotagame.com and we will be happy
to provide you with registration information.!
!
Additional information on our Public Seminar schedule can be found at: http://quotasystem.ca/
about-us/public-seminars/!
!
!
Canada, Toronto - Quota®, April 1, 2015
Toronto - QTTM™, April 2, 2015
Toronto - Quota® COACH™, April 8-9, 2015
Toronto - Quota®, August 19, 2015
Toronto - Quota® COACH™, November 4-5, 2015
Toronto - Quota®, November 4, 2015
Toronto - QTTM™, November 5, 2015
UK, Leeds - Quota®, January 28, 2015
- Quota® COACH™, April 23-24, 2015
!
Poland, Warsaw - Quota®, April 20-21, 2015
- Quota®, May 20-21, 2015
- Quota® COACH™, October 5-6, 2015
- Quota® COACH™, November 16-17, 2015
!
!
!
!
!
!
!
!
!
!
Welcome! You are invited to attend
Quota® - The Sales Performance Game
at
The Shine Business Centre, Leeds LS8 5HS
Thursday 21st
March 2013
9.00 am - 4.30 pm
Quota® is a dynamic sales performance game that has
been used by many of the World’s top companies.
The game is a fun, interactive and competitive
experience that teaches players about
business-to-business sales processes & cycles.
!
!
Each player develops an increased awareness of critical
sales skills and knowledge while playing the game...
….and having fun!
!
!
!
Come participate in the unique sales
development experience used by:
HEINZ; SAMSUNG; SHARP TOSHIBA;
HERMES; GB GROUP PLC etc..
!
To register - contact:
!
MARTIN'ALLISON'MBA,'FInst.SMM'
'
E:'martin@quotagame.com''
'
M:'07547'154107
“This programme received
a very high rating... it was
competitive, educational
and indeed fun. It is tough
to beat those three... we
are a better group because
of the Quota® experience”.
!
Mr. Roger Keeley
Corporate Director of Marketing
- Atlantic Packaging
!
!
!
“The programme was very
well presented, fast paced
and kept everyone involved
and on task while having
fun. The day just flew by!”
!
Mr. Gord Leah
Business Director - RISO
!
!
!
“Quota® got our team all
on the same page, speaking
the same language. One of
the biggest learning areas
for us after the Quota®
session was that my team
now recognises when AND
how to use the Quota®
sales process to
successfully conclude the
sale.”
!
Mr. Clark Hortsing
National Sales Manager
Student Guard Health Insurance
TIME&TERRITORYMANAGEMENT
Quota®
Time & Territory Management™
Quota® Time & Territory Management™(QTTM™) is an essential
program for those aspiring to be the 'best of the best'. The QTTM™
program addresses Strategic Account Management; Territory Planning;
Essential Forecasting Skills; Goal Setting; Industry & Market Analysis
Tools; Return-On-Time-Invested Formula; the Value Pyramid and
Territory Marketing Plans. This program, coupled with Quota®
and QIS™ will prepare students to write their
CERTIFIED SALES PROFESSIONAL (CSP) examinations.
1 Day Seminar Fee: $595 per person
Continental breakfast and lunch included
Come participate in the unique sales development experience used by:
SAMSUNG; HEINZ; SHARP; TOSHIBA;
WASTE MANAGEMENT; KRUGER PRODUCTS; etc.
"Quota® Time & Terriotry
Management™ is an
indispensable program
for anyone looking to 'up'
their game or increase
their sales. QTTM™ is
an essential component
of the Certified Sales
Professional accreditation
and ensures today's
professional sales
representatives have both
the 'on-call' and planning
skills necessary to be
elite performers.”
Earl Robertson
President & CEO, Namaico
Holdings Inc.
inquiry@quotagame.com /
or: (905) 601-2880
www.quotagame.com
November 5, 2013
8:30 AM to 5:00 PM
Toronto Airport Marriott Hotel 901 Dixon Road
(Pearson Airport) Toronto, ON
(416) 674-9400
SYSTEMREINFORCEMENTPROGRAM
QSRP™- Quota®
System Reinforcement Program
The Quota® System Reinforcement Program™ (QSRP™) is a
one day sales training experience that is used by many of the
world's top corporations. The QSRP® reviews and reinforces
the core competencies taught in the core Quota® programs.
Attendee teams compete on the 'QSRP Sales Highway™'
and navigate their way to personal improvement across
dozens of contemporary sales best practices.
1 Day Seminar Fee: $595 per person
Continental breakfast and lunch included
Come participate in the unique sales development experience
used by: SAMSUNG; HEINZ; SHARP; TOSHIBA;
“I wanted to write you after
our national sales meeting
to say that we were most
satisfied with the delivery of
Quota® Coach™ and QSRP™
to the Kruger Products Away
from Home Sales Division.
Our objective was to have
you provide meaningful and
current best practice skills
for our experienced sales
force The QSRP™ program
with QIS addressed this
objective within a fun and
competitive learning envi-
ronment. Feedback, to me,
has been excellent both from
members of the sales team
and sales managers.”
David Ronald
Director Western Region National
Sales Development A.F.H. Division
November 6th, 2013
8:30 AM to 12:00 Noon
Toronto Airport Marriott Hotel
901 Dixon Road (Pearson Airport)
Toronto, ON
(416) 674-9400
SALESSELFLEADERSHIP
Quota®
Sales Self Leadership™
Quota Sales Self Leadership™ is a fun, interactive
learning experience that teaches participants critical
sales self-leadership skills. Sales, self-development
and leadership concepts are blended to help you become
the best sales leader - YOU can be! The concepts covered
in this unique and inspiring program teach you how to plan
for sales leadership and leverage for maximum success.
Come participate in the unique sales
development experience used by:
SAMSUNG; HEINZ; SHARP; TOSHIBA;
“This program received a
very high rating... it was
competitive, educational
and indeed fun. It is tough
to beat those three... we
are a better group because
of the Quota® experience”.
Mr. Roger Keeley
Corporate Director of Marketing
- Atlantic Packaging
“The program was very
well presented, fast paced
and kept everyone involved
and on task while having
fun. The day just flew by!”
Mr. Gord Leah Business
Director - RISO Canada
“Quota® got our team all
on the same page, speaking
the same language. One of
the biggest learning areas
for us after the Quota®
session was that my team
now recognizes when/how
to use the Quota® sales
process to successfully
conclude the sale.”
Mr. Clark Hortsing
National Sales Manager
Student Guard Health Insurance
March 27-28, 2013
8:30 am - 4:30 pm
The Toronto Airport Marriott Hotel
Toronto, ON (416) 674-9400
or: (905) 601-2880
www.quotagame.com
$1,295 p.p., Breakfast/Lunch Included
QUOTAISSUESELLING
QIS™ - Quota®
Issue Selling
8:30 AM to 12:00 Noon
Toronto Airport Marriott Hotel
Toronto, ON, (416) 674-9400
QIS™ is an advanced Strategic Selling Program that
builds on the Quota® System core competencies.
The QIS™ workshop is a fun and interactive experience
that teaches participants how to sell on a
strategic level to senior level decision makers.
Seminar Fee of $295 per person!
The QIS™ program is taught at the
University of Toronto Professional Sales Practices
courses and does require prerequisite graduation
from Quota® -The Sales Performance Game,
Professional Sales Practices or other
recognized sales training institutes.
“I wanted to write you after
our national sales meeting
to say that we were most
satisfied with the delivery of
Quota® Coach™ and Q.I.S.™,
to the Kruger Products Away
from Home Sales Division.
Our objective was to have
you provide meaningful and
current best practice skills
for ... our experienced sales
force ( Q.I.S.). QIS addressed
this objective within a fun
and competitive learning
environment. Feedback, to
me, has been excellent both
from members of the sales
team and sales managers.”
David Ronald
Director Western Region
National Sales Development
A.F.H. Division
inquiry@quotagame.com /
or: (905) 601-2880
www.quotagame.com
November 7, 2012
1:00 to 5:00 pm
Seminar Fee of $495 per person!
Breakfast/Parking Included
SALESMANAGEMENTWORKSHOP
Quota® Coach™ -
The Sales Management Workshop
Quota® COACH™ is a unique and contemporary 2-day
workshop that all facets of Sales Management Practices in
today’s business world. Topics covered in the workshop are:
The Quota® COACH™ program is taught in conjunction with
various Universities and is continually updated to represent
the latest trends and best practices in Sales Management.
“The Professional Sales Practices
course has proven to be a great
benefit to me as a National Sales
Manager. I have been able to
implement the practices with the
sales force across Canada and I
believe it is a big reason why we
are prospering during this reces-
sionary time. We have been able
to increase our sales by 30% YTD
and we are currently the best
performing division globally.”
Frank Malta
Handicare
“I feel that I have effectively
acquired the tools to help me step
up to the plate as I am now confi-
dent in my abilities to recruit, to
train and to hold an effective and
interesting sales meeting. I have
more confidence in my abilities...
as well as, confidence in the tools
that I have acquired to successfully
progress in my career in Sales
Management.”
Calum Nicol
Therapist’s Choice
“Our objective was to have you
provide meaningful and current
best practice skills for our managers
( Quota Coach ) and for our expe-
rienced sales force (Q.I.S.). Both
programs addressed this objective
within a fun and competitive
learning environment. Feedback,
to me, has been excellent both
from members of the sales team
and sales managers. We look
forward to having our team use
these best practice skills and for
your team to keep us current on
developing selling techniques.”
David Ronald
Director Western Region National
Sales Development A.F.H. Division
• Evolution of Sales Management
• Sales Management Roles &
Responsibilities
• Recruiting Elite Salespeople
• Writing Compelling Offer Letters
• Develop Sales Compensation
Plans
• New Colleague Orientation
Program (NCOP)
• Comprehensive Sales Training
Programs
• Field Coaching Competencies
• Creating Dynamic Reward &
Recognition Programs
• Conducting Memorable Sales
Meetings
• Sales Performance Tracking
• Territory Marketing Plans (TMP)
• Focused Coaching Programs
• Managing Sales Performance
Challenges
November 5-6, 2012
8:30 am - 4:00 pm
The Toronto Airport Marriott Hotel
Toronto, ON (416) 674-9400
$1,295 p.p., Breakfast/Lunch Included
or: (905) 601-2880
www.quotagame.com

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