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.

Core Competencies for Deciding,
Doing, and Delivering

To the TopTo the TopDeciding: Re-Thinking Your Strategies, Goals, and Projects
"Best Practice" Behaviors
"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


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.
To the TopTo the TopDoing: Re-Consider Your Management & Execution Behaviors
"Best Practice" Behaviors
"Less Than Best Practice" Behaviors
Essential Skills for Success
Focus Your Resources Tenacity



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




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.
To the TopTo the TopDelivering: Re-Gain Your Competitive Edge
"Best Practice" Behaviors
"Less Than Best Practice" Behaviors
Essential Skills for Success
Own The Performance Positive Self Image



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


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


Ability to Learn


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.
To the TopTo the Top21 Core Competencies of Successful Salespeople
Attributes / Behaviors
Destination & Compass Has Written Goals Clear





Is committed to them

Has internalized them

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


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


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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