Workshop Outline

Quota^® – The Sales Performance Game

Duration: 1 Day – Course No. NXT-1063

 

workshop overview

Quota^® – The Sales Performance Game, is a one-day, fun, interactive and competitive experience that teaches participants about business-to-business (B2B) sales cycles. Quota^® combines theory and practice into a comprehensive game-board format, which helps participants develop critical sales skills and knowledge to support their selling efforts.

 

Quota^® helps new or experienced salespeople realize a direct and quantifiable impact on performance success, by understanding how a typical sales process unfolds, and how they can maximize the impact of their role in the process.

 

who should attend?

Anyone responsible for generating new sales opportunities from new or existing customers.

 

description

Benefits for the individual

◦     Improved ability to acquire new clients

◦     Improved ability to expand business within existing accounts

◦     Strategies to ensure retention of customers

◦     Better overall sales results

 

Benefits for the organization

◦     Greater effectiveness of the sales force in interactions with customers

◦     A disciplined approach to prospecting, qualifying, analysing, negotiating, presenting and closing business

◦     Better overall sales results

 

after the workshop, you will be able to:

◦     Develop a Daily Prospecting Plan (DPP) to help you source new clients and business

◦     Handle prospecting obstacles

◦     Use the B.P.O.U.T. Process (Budget, Population, Ownership, Urgency, Timing) to qualify prospective clients

◦     Apply proven business development practices to ensure a successful initial meeting

◦     Understand how individual and organizational motivators influence the purchasing decision

◦     Conduct a needs analysis that helps you focus on the customer’s critical areas of improvement that your product/service can address

◦     Apply the 7 basic rules for presenting a quotation

◦     Gain influencer and key decision-maker support in securing a commitment

◦     Employ 6 key closing skills

◦     Manage purchasing approval process

 

other features

The Quota^® – The Sales Performance Game focuses on the following competencies :

◦     Planning for Sales Success

◦     Turning Cold Calls into Warm Leads

◦     Developing Leads into Business with the Customer

◦     Closing the Deal

◦     Group size is limited to 20

◦     Participants will receive a Nexient Certificate of Completion

 

 

CONTACT

1.866.525.7272
www.nexientlearning.com