Learn More About: Deciding | Doing | Delivering

The Gulas Group provides proven and reliable assessments, coaching, training and development processes that provide significant and measurable improvements in performance and a solid path toward achieving your goals.
Clients seek us out to help them achieve their strategic goals; close sales quickly, resolve internal and external conflicts, reduce falling margins, and smooth communications.
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Core Competencies for Deciding,
Doing, and Delivering

Jump To: Deciding | Doing | Delivering

Deciding: Re-Thinking Your Strategies, Goals, and Projects
Process Skills	Core Competencies	Advantages: "Best Practice" Behaviors	Consequences: "Less Than Best Practice" Behaviors	Essential Skills for Success
Define Your Purpose	Ability to Innovate Positive Self-Image Conceptual Thinking	Team members empowered to make important decisions. More productive focused environment. Individuals experience a greater sense of purpose in all they do.	Under performance Low morale Lack of trust Unmotivated employees High attrition	Productivity for all teams and individuals begins with the end in mind: Determine where you want to go and why.
Establish Your Goals	Initiative Flexibility Strategic Thinking Analytical Thinking Results Orientation	Move decisively when an urgent challenge arises Decisions follow a logical systematic process based on the "big picture" Ability to change strategy while not compromising vision	Ambiguity and loss of opportunities Higher costs through poor decisions Lower productivity Crisis management	Determine the purpose of your work with a specific focus on how to get there.
Doing: Re-Consider Your Management & Execution Behaviors
Process Skills	Core Competencies	Advantages: "Best Practice" Behaviors	Consequences: "Less Than Best Practice" Behaviors	Essential Skills for Success
Focus Your Resources	Tenacity Self-Control Flexibility Development Orientation Efficiency Orientation	Costs are kept in check Deadlines are met without sacrificing resources Expectations are exceeded because resources have been flexibly allocated Work produces focused results	Budget over-runs Missed deadlines Frustrated employees Wasted resources and lost productivity	Plan and define you and your team's key result areas, projects, and resources.
Manage Your Priorities	Results Orientation Self Control Thoroughness Adaptability Tenacity	Able to move decisively when an urgent challenge arises Personal productivity increases Stress levels decrease Crisis management reduces	Low productivity through lack of focus Fire fighting High stress levels Long hours	Do the important not just the urgent - do the right job right for achieving effective results and increased efficiency!
Measure The Effects	Results Orientation Concern for Standards Self Development Orientation	Customer expectations are exceeded Decreases in quality are readily spotted and easily improved by modification to systems and processes High quality products Lots of repeat business	Lost business due to poor quality products Dissatisfied customers Higher output costs due to rework Deviations in quality of work only become apparent when customers complain or defect to competition	Measure your work in order to manage it.
Delivering: Re-Gain Your Competitive Edge
Process Skills	Core Competencies	Advantages: "Best Practice" Behaviors	Consequences: "Less Than Best Practice" Behaviors	Essential Skills for Success
Own The Performance	Positive Self Image Initiative Independence	High quality performance Sense of empowerment and commitment to resolve challenges/issues Motivated employees Employee growth and development	Work disappears into "black holes", or falls through the cracks "Blame" culture Lack of commitment to results Late or delayed work outputs	Build ownership, responsibility and accountability into every job.
Influence The Participants	Critical Information Seeking Strategic Influencing Interpersonal Awareness Rational Persuasion Concern for Impact	All participants in decisions feel valued and buy into decisions Collaboration Win-win results Reduce conflict between individuals/teams	No team identity leading to low performance Communication barriers Failure to listen to or accept new ideas Business relationship failures	Deliver the best results by gaining understanding, cooperation, and/or support of others.
Continue The Improvements	Self Development Orientation Innovation Ability to Learn Flexibility	Mistakes do not reoccur Constant improvements in processes, products, and people Learning environment Desirable workplace	Mistakes keep reoccurring Inefficient, high cost processes Eroding of skill levels Contracting businesses	Build learning into all that you do.

21 Core Competencies of Successful Salespeople
Success Elements	Sales Competencies	Attributes / Behaviors
Destination & Compass	Has Written Goals	Clear Specific Realistic/Attainable Measurable Compelling Is committed to them Has internalized them
Destination & Compass	Follows Written Goals Plan	Knows what must be done and why Has developed action plans Follows action plan Has determined possible obstacles Has a plan to deal with the obstacles Has check points Debriefs daily
Outlook	Has Positive Outlook	About Self About company About Marketplace About Learning Growing About value of what they have to offer About value of what company has to offer
	Take Responsibility (No Excuses)	Doesn't externalize (doesn't blame others, company, prospect, their past, etc.) Knows it's up to them Knows the only things they can control are their activity and behavior It's OK to "fail" Doesn't play psychological games like: if it weren't for you, ain't it awful, yes but, kick me etc... Does the behavior they need to do at the appropriate times Learns from inappropriate behavior Accepts Doesn't rationalize
	Strong Self Confidence (No Excuses)	High self image Is not effected by what others think Understands that getting a "no" is a good thing Doesn't take a "no" as failure Learns from each behavior they perform Realizes that there is a lot to learn and it's ok not to be perfect Understands that "role" failure is a way to grow and does not effect how they should feel about themselves
Record Collect	Supportive Beliefs	About Self Okay to hear no Okay to fail Okay not to get approval Okay if I upset someone Calls at the right levels Knows she/he has "rights". Has a self-image of 10 (on a scale of 1-10)
Bravery	Controls Emotions	Controls emotions Is not lost for words Doesn't take things personally Knows what to say or do at the appropriate time Is a "third party" at the event Is prepared for whatever the prospect does Doesn't panic Doesn't become excitable Doesn't strategize "on the fly" Stays in the moment Doesn't over analyze
	Doesn't Need Approval	Will ask the tough questions Will go for "no" Will bring things to closure Won't accept wishy-washy statements Will confront Gets good "up-front mutual agreements" Gets "personal needs" met outside sales Deals with stalls and put-offs
	Recovers from rejection	Doesn't affect their self-image OK with "no" Understands that they aren't being rejected personally Willing to put themselves in "high risk" scenarios Puts last episode quickly behind them Probes for alternatives Offers options
	Comfortable Talking About Money	Able to bring it up in interview Brings it up timely Knows what prospect will invest before they present solution Knows and believes how important margins and profitability are for an account
	Supportive Buy Cycle	Make quick decisions about personal purchases when they find what they want Establishes goals for what they want Doesn't care much about price when they buy For a major purchase (other than a car) they usually shop only one store A major purchase is usually over $1000 Usually doesn't do research for a major purchase A major purchase usually takes less than a day
Exercise	Consistent, Effective Prospecting	Knows how many calls they have to make daily Makes the agreed upon calls Is on track number of calls wise Debriefs call daily Learns "lessons" from each call Is proactive at getting referrals (has a plan)
Style	Reaches Decision Maker	Goes for the top Gets past gatekeeper Able to talk the decision maker's language Is comfortable talking to tough decision-makers Is not intimidated by them Gets their attention Gets appointments
	Effective Listening/Questioning	Helps salespeople do the talking Knows what questions to ask Asks lots of How and Why questions Knows why they are asking them Knows the "pains" your company can solve Doesn't get emotionally involved
	Early Bonding & Rapport	Helps prospect to relax Gains comfort level They are relaxed themselves Knows when they don't have rapport Shares with prospects when they sense that they might be uncomfortable Deals with problems up-front Establishes good up-front mutual agreements Displays sincerity, trust, believability, warmth and trust
	Uncovering Actual Budgets	Is able to establish what prospect has in the budget Helps prospect discover what they are willing to invest Is able to help prospect quantify their "pains" Helps prospect find the money if they don't have it Helps prospect gain conviction that they must spend it or closes the file Is creative in helping prospect overcome their concerns about investing what it will take Is firm when it comes to money Sells vs. Negotiating
	Discovering Why Prospects Buy	Has taken the capabilities of the company and translated this information to questions that will elicit pain They understand their prospect's business and related pains Has internalized the "issue finding" questions Has internalized the "discovery and motivation" questions Helps prospect discover their own "pain" Is not afraid to ask the tough questions Doesn't solve problems before their time Helps prospect to "own" their pain Gets 3rd or 4th degree pain Makes sure there are compelling reasons to buy Gets prospect to quantify the pain Will attempt to "close the file" if there is no pain Gets to the business results and personal wins of the prospect Doesn't do "dog and pony shows"
	Qualifies Proposals & Quotes	Knows when to bail out Gets to all the key players Knows decision criteria Helps influence decision criteria Knows where he/she stands all the way Understands what it costs to play in the game Asks the "right questions" before they complete the quote Is willing to walk away Knows decision making process Knows for sure how well bases are covered with each buying influence Knows the time line for decision Knows the probability of sale Knows the probability of your company getting the deal Knows how they stand against the competition Has inside "white" knights (coaches, champions) in all their accounts Always knows what will happen next Good "Up-Front" contracts Deals with potential concerns, apprehensions and potential risks prospect may have Has qualified for money Doesn't have "happy ears"
	Gets Commitments and Decisions	Knows how to get a "monkey's paw" Has good "Up-Front" mutual agreements Gets yes or no decisions Doesn't "roll over" when they get a "no" Finds out the "conviction" level Is willing to hear "no" Always knows what will happen next
Desire	Strong Desire for Success	Has goals Is "money" motivated Willing to take risks Has the incentive to perform tasks that may be uncomfortable Is self-motivated Undying urge to become the best
Commitment	Commitment - Doing What It Takes for Success	Is a winner Does what non-winners won't do Is willing to risk Will put themselves in "high risk" situations Willing to force a "no" from the prospect Unconditional even if: afraid, uncomfortable, or in disagreement over goal

Learn More About: Deciding | Doing | Delivering

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Core Competencies for Deciding, Doing, and Delivering

Core Competencies for Deciding,
Doing, and Delivering