http://www.submityourarticle.com/articles/Ted-Gulas-5566 The latest quality free reprint articles from Ted Gulas at SubmitYOURArticle.com Sun, 19 Feb 2012 03:54:13 +0000 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? http://www.submityourarticle.com/articles/Ted-Gulas-5566/Complacent-Sales-Team-183863.php Sat, 28 May 2011 06:26:51 +0000 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. http://www.submityourarticle.com/articles/Ted-Gulas-5566/Sales-Profession-150513.php Wed, 26 Jan 2011 02:56:58 +0000 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. http://www.submityourarticle.com/articles/Ted-Gulas-5566/communication-skills-130237.php Tue, 23 Nov 2010 00:39:04 +0000 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 "Besieged Buyer Syndrome" occurs because a time-starved buyer is overwhelmed, withdrawn, uncertain, distracted, and is on RAM overload. http://www.submityourarticle.com/articles/Ted-Gulas-5566/sales-prospecting-plan-128037.php Tue, 09 Nov 2010 11:57:43 +0000 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. http://www.submityourarticle.com/articles/Ted-Gulas-5566/Benchmarking-119386.php Sat, 18 Sep 2010 15:22:02 +0000 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. http://www.submityourarticle.com/articles/Ted-Gulas-5566/Recruiting-116389.php Wed, 01 Sep 2010 14:55:37 +0000 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. http://www.submityourarticle.com/articles/Ted-Gulas-5566/Develop-108377.php Sun, 11 Jul 2010 00:00:14 +0000 "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. http://www.submityourarticle.com/articles/Ted-Gulas-5566/Procrastination-105570.php Thu, 24 Jun 2010 16:23:06 +0000 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. http://www.submityourarticle.com/articles/Ted-Gulas-5566/recruiting-99869.php Sat, 22 May 2010 23:35:17 +0000 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." http://www.submityourarticle.com/articles/Ted-Gulas-5566/Recruiting-95041.php Fri, 23 Apr 2010 05:10:24 +0000