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Articles by Ted Gulas

• Fix A Complacent Sales Team
  John was shocked by Bill's answers. It went something like this: "You know, we've tried some of those assessments in the past and they just didn't work. We've also worked on sales training in the form of improving behaviors. This didn't work well either because the sale people are so set in their ways they never would change their behavior. Besides, when would we find the time to do that training?
  Published 28May2011, viewed 98 times

• Emotional Intelligence: a Key Ingredient to Mastering Sales Competencies
  I have been in the sales profession for over 40 years. During that time, I've held many roles, from working as a sales person at JC Penney to owning my own companies. Like many who have had success in this field, we've started our own companies. One of the best parts of building my business has been my association with Objective Management Group.
  Published 26Jan2011, viewed 153 times

• Improve Communication 41% or More
  Information has become the raw material on the assembly lines of knowledge workers. By improving how you track information, you improve your communication and can get better results each and every workday.
  Published 23Nov2010, viewed 129 times

• The Twelve Elements of a Successful Prospecting Plan
  Recession, depression, slow economy - it doesn't matter what excuse you make or call it, it all boils down to "Besieged Buyer Syndrome." This condition will manifest itself in a stalled opportunity. Sales executives and sales people realize that stalls are for horses, not for selling! "Besieged Buyer Syndrome" occurs because a time-starved buyer is overwhelmed, withdrawn, uncertain, distracted, and is on RAM overload.
  Published 09Nov2010, viewed 210 times

• Are You Suffering From Benchmarking Skepticism?
  Today I am a 100% strong advocate for benchmarking in many areas. I recommended benchmarking for hiring, developing, and leading a workforce to increase retention and job satisfaction and add to the bottom line.
  Published 18Sep2010, viewed 213 times

• Recruiting Superior Sales Talent, Step 5: Qualify
  Now that you do have several candidates that have been recommended from the sales screening, you have to qualify the best of the best. During this process focus on the candidate's ability to execute your sales process. You can consider the cultural fit to your organization's culture later on in the process.
  Published 01Sep2010, viewed 129 times

• A Blueprint to Develop Sales Talent
  Objective Management Groups research indicates 91% of the companies they evaluate do not have a formal, structured, repeatable sales process in place. Of those that do have a sales process in place, few actually consistently execute that process.
  Published 11Jul2010, viewed 166 times

• Control Procrastination with "Integrity to Self"
  "Integrity to Self" is a strategy that can eliminate and control procrastination at home and in the workforce. It all starts and ends with those boxes and nine or so lines on your electronic or paper calendar. Each line and box represents the opportunity to test your integrity to yourself.
  Published 24Jun2010, viewed 131 times

• Recruiting Superior Sales Talent: Step 4 Interviewing
  To hire a superior sales talent, conduct short, intense interview sessions. First make sure the candidate has completed the formal sales screening process and is hirable.
  Published 22May2010, viewed 134 times

• Recruiting Superior Sales Talent: Step 3 Searching
  When I ask attendees at our executive briefing titled, "Recruiting Superior Sales Talent" to rank the importance of the recruiting steps, "Searching" is normally ranked incorrectly. In order of importance, "Searching" should be step 3 after the "Identify" and "Testing." Steps. However, many of you rank "Searching" as step two in your process, after "Identify."
  Published 23Apr2010, viewed 203 times

• Are You Drowning in E-mail ?
  E-mail is Making You Stupid! At least, that's what a headline in the March edition of Entrepreneur Magazine claims. But that's not all... a survey from the Radicall Group says we are in for a 42% increase in e-mail traffic between 2010 and 2012. If you think you get too much email now, the survey projects that we'll go from 294 billion pieces of e-mail traffic to 419 billion. We're all drowning in a tsunami of e-mail overload!
  Published 07Apr2010, viewed 208 times

• Recruiting Superior Sales Talent Step 2: Testing
  No organization in professional sports today will pay a star athlete to play professional sports without a rigorous test. Why do most professional sales organizations by pass testing and use past performance prerequisite for hiring super stars in today's complex sales environment?
  Published 25Feb2010, viewed 150 times

• Improve Delegation by 34%
  Here are three different views of what passes as the definition of delegation. The first view comes from the definition I call "Dumping." Dumping usually occurs when the boss dumps way too much quantity of information out of a fire hose on to the dumped. It usually occurs rapidly while walking away and leaving behind some type of unexplained paperwork. Most of the time the person being dumped on has no idea what just happened.
  Published 14Feb2010, viewed 409 times

• An Introduction to Priorites
  In my productivity development classes I use the statement, "you could work 24 hours a day seven days a week for 365 days a year and still not get it all done. However you can get the most important high value work consistently done each day if you know what that work is."
  Published 02Jan2010, viewed 212 times

• Embrace Personal Accountability or Choose Failure
  Recently Dan Stamp the CEO of Priority Management Systems sent out an article titled," Ten Most Common Causes of Failure. " Number one on the list was, blaming other people for problems rather than accepting personal accountability.
  Published 17Dec2009, viewed 268 times

• The Four Corners Offense of Time Management
  Before the shot clock was modified and installed into the game of basketball teams would employ a four corners offense to significantly slow the game down. The offense was developed and popularized by long-time North Carolina head coach Dean Smith in the early 1960s.
  Published 07Nov2009, viewed 359 times

• Become Effective in the Consistent Execution of Selling
  It is tough enough in good economic times for sales people to maximize their selling potential. It is a downright crap shot to maximize sales potential in a down economy.
  Published 04Nov2009, viewed 187 times

• Why Does Sales Development Work Better Than Sales Training
  Firms that invest more than average on training turn in results that are 86% higher than those firms that spends less than the average, and 45% higher than firms that spend the average (CSO Insights) Over half of the firms surveyed invest between $1500 and $7500 annually per sales rep in training
  Published 08Oct2009, viewed 251 times

• The Disappearing Sales System
  It is amazing to discover the large majority of these reports come back stating the sales person has no selling process. When asked by leaders of organizations, "What do you mean we do not have a selling system," the Gulas Group responds this way to the answer "ask those on your sales team to write down you sales process."
  Published 02Sep2009, viewed 213 times

• Improving a Negative Economic Environment is Easier than Most Believe
  most organizations you never have enough resources. Resources such as money, labor, time and energy are usually in short supply. That means you have to out think the competition.
  Published 08Aug2009, viewed 247 times

• Consider Retooling Your Sales Team
  Customers are more sophisticated and better informed than ever. Competition has increased; even the venerable "old" names (like Microsoft) have upstarts nipping successfully at their heels.
  Published 22Jun2009, viewed 207 times

• Sales Person Recruiting Process Step One: Identify
  The process of recruiting sales people is like no other process in your organization. Most mistakes are made by relying too much on sales history. Sales history is like the disclaimer on stocks: "Past performance is not necessarily an indicator of future performance."
  Published 01Jun2009, viewed 245 times

• Procrastination Costing Your Sales Team
  Every so often it makes sense to step back and look at how we are doing things. Evaluating the way we sell is no exception. But sometimes, because with all the other business challenges we face, it's easier to procrastinate. This has been true of the selling function, as you'll see.
  Published 30Apr2009, viewed 234 times

• 5 Tips for Sales Development
  Tip 1: You will have less likelihood of sales success until you isolate and address those Hidden Weaknesses that will put the brakes on a sale person's ability to improve.
  Published 15Apr2009, viewed 227 times

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