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Thought For The Day

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.

21 Core Competencies of Successful Salespeople

Enhancing one's Sales Competencies is the most effective way to change behavior and get significant increases in sales results. Unfortunately it is the most overlooked exercise in growing a sales team. Skills can be learned in 30 to 45 days. Habits usually take from 60 to 90 days to become ingrained properly. Beliefs take 1 to 1 1/2 years to properly take hold. When beliefs are not firmly entrenched the sales person will always revert back to the comfortable, the quick and easy thus losing their sales effectiveness. Members of sales teams must focus on mastering these competencies and the underlying behaviors in order to truly maximize the potential of the DNA Selling Process.

To the TopTo the Top21 Core Competencies of Successful Salespeople
Attributes / Behaviors
I Destination & Compass 1 Has Written Goals
  • Clear
  • Specific
  • Realistic/Attainable
  • Measurable
  • Compelling
  • Is committed to them
  • Has internalized them
2 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
II Outlook 3 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
4 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
5 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
III Record Collect 6 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)
IV Bravery 7 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
8 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
9 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
10 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
11 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
V Exercise 12 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)
VI Style 13 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
14 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
15 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
16 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
17 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"
18 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"
19 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
VII Desire 20 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
VIII Commitment 21 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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