Gulas Group

Fix A Complacent Sales Team

John is the owner of Widget Distribution, Inc. He has a seven-person sales team with one sales manager. Faced with stagnant revenues in a tough economic climate, John decided to have a conversation about this issue with Bill, his sales manager. John made ... Read >

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 th... Read >

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. A survey of 255 companies from over 2000 indiv... Read >

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 ... Read >

A Blueprint to Develop Sales Talent

The word "process" is tossed around a lot these days. The best example of a successful process for me comes from recently watching the University of Alabama football team. In 2007, the University of Alabama had no football players drafted to the NFL and ... Read >

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. Next, get an experienced administrative staff employee to conduct a brief but struct... Read >

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"... Read >

Are You Drowning in E-mail ?

Learn to Reduce Email Overload By 54% 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... Read >

Are You Drowning in E-mail ?

Copyright (c) 2010 Dorothy Tannahill Moran I hear countless comments from people saying they want to change careers, BUT, but, but, but. They make up some reason for not changing. Among these reasons are: I'm too old - I'll have to take a pay cut - ... Read >

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 ... Read >

Improve Delegation by 34%

When mentioning the our track record of improving delegation and collaboration by 34% for 255 client companies worldwide and over 2000 individuals using Outlook or Notes looks of skepticism begin to appear. These looks are understandable when you consi... Read >

An Introduction to Priorites

In todays got to have it yesterday world the challenge is to get the most important, high value activities consistently accomplished each and every day. In my productivity development classes I use the statement, "you could work 24 hours a day seven da... Read >

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. Twenty years in the... Read >

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 ... Read >

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. Let us start by reviewing some facts. The Objective Management Group has assessed ov... Read >