Sales Performance Blog

Welcome to the Janek Performance Group blog page.

18 Oct 2017

4 Strategies to Curb Sales Rep Turnover

By: Justin Zappulla

Sales rep retention remains a top priority for many sales organizations. Considering the sheer amount of resources it takes to onboard new talent, in terms of both cost and time, coupled with lost productivity, it makes perfect sense why. A high turnover can also have a negative impact on team..

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11 Oct 2017

Align Sales and Customer Service Departments for Increased Growth

By: Nick Kane

In many organizations, Sales departments and Customer Service departments are often treated as separate entities with distinct objectives: the Sales team does the legwork to get clients on board and in the door, while the Customer Service team maintains the client relationship by addressing the..

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04 Oct 2017

Debunking the Top 5 Social Selling Myths

By: Nick Kane

As popular as social media has become today, many business owners and sales professionals are still skeptical of using social media in their sales efforts. Why is there hesitancy? Is it because they fear the unknown? Perhaps they lack the skills or knowledge which increase their reluctance? If used..

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27 Sep 2017

Does Your Sales Compensation Package Encourage Bad Behavior?

By: Justin Zappulla

At the heart of any successful sales organization are sales professionals. They are the driving force for revenue for their employers and are expected to do the “heavy lifting” when it comes to boosting company earnings. Success in sales is fueled by ambition and motivation of each team member, and..

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19 Sep 2017

5 Research Ideas to Improve Your Prospecting Results

By: Nick Kane

A problem that many sales professionals struggle with is getting the proverbial foot in the door in order to book a meeting with their key prospect. The process of identifying the ideal prospect profile, getting the meeting, and establishing a relationship is filled with countless obstacles.

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11 Sep 2017

Leveraging Support During the Sales Process

By: Justin Zappulla

Traditionally, and in popular culture, sales professionals have had a reputation for working on their own. But the go-it-alone approach does not—and definitely should not—apply so much anymore. Many sales reps these days, particularly if they’re working B2B territory, typically are backed up by a..

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01 Sep 2017

6 Ways Successful Sales Reps Overcome Call Reluctance

By: Nick Kane

After working with thousands of sales professionals over the years, you tend to pick up on what they like and don’t like to do. For example, a consistent trend we notice about salespeople that are successful in their role is a love to learn - wheather it is about their products, services, industry,..

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30 Aug 2017

Should You Sell to the Decision Maker or the Influencer?

By: Justin Zappulla

Have you ever encountered a decision maker who couldn’t commit to a decision to buy? Probably most of us who sell B2B have come across such a scenario and learned the hard way that sales are often more complex than anticipated, even if you’ve followed your sales processes to a T. Because quite..

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23 Aug 2017

4 Values That Make a Sales Manager a Good Role Model

By: Justin Zappulla

The role of sales manager comes with many responsibilities. You have goals to reach, relationships to build, and accountability for an entire team of sales professionals, each with their own strengths, weaknesses, and challenges. One of the most effective and often overlooked ways to be a good..

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16 Aug 2017

Need to Drive More Sales? 5 Tips for Improving Your Business Writing Skills!

By: Nick Kane

When entering the amazing, challenging, and fulfilling world of sales, most sales professionals don't think very much about their writing abilities. Their goal is to learn the ropes, build their pipeline and start closing deals; not impressing customers with their grammar and vocabulary!

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