If change was easy, we’d probably do it all the time. But it’s a fact of life that change can be challenging, especially here in the salesverse. Take the introduction of a new CRM, or the implementation of different sales processes. You don’t even have to go that far. The simplest change can be..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Let’s start by defining what we refer to as a “tenured” sales professional – this is someone who likely has 10 plus years of sales experience, whether solely with their current company, or accumulated over the years at various places of employment.
Suffice it to say this is a person who is..
Most executives readily agree that the quality of its sales managers has a direct impact on its financial results. Even so, many companies still fail to provide sales managers with the tools necessary for long-term success. According to a Gallup report, when almost 1,000 senior executives were..
It seems that these days, especially within the sales world, the word coaching gets thrown around an awful lot. Sales managers are asked to "coach on a concept" or "coach to this or that skillset," and at the end of the day, the idea of what coaching really means can get lost.
Who doesn’t want to streamline processes to become as efficient as possible? For many organizations, reaching the efficiency mountaintop means rejiggering sales roles in order to align the end-to-end process with the customer journey. The desired result is role specialization, a calling-card..
Our bad behaviors are not isolated incidents blooming from the ether. Eating a whole bag of cookies is no accident: We’re trying to fill a hole; we’re disappointed in life; our relationships are circling the drain. Money worries have us biting our nails and not even realizing we’re doing it. Our..
So you’ve done your hiring due diligence and brought in a fresh batch of what look like winning candidates: smart, coachable, passionate about selling, pedigreed with a track record of prior success. Your sales-training and sales-training reinforcement programs are rock-solid. Onboarding the new..
There’s value in rehearsal. In sales, that’s called role playing, and facilitating role playing needs to be in the wheelhouse of every serious sales coach. It’s a learning tool that should be used often to sharpen skills like active listening, cold calling, presenting, negotiating, and pretty much..
Salespeople aren’t shy. We like people. We like to talk. But while we can keep the conversation rolling, how skilled are we when it comes to actually listening to our customers? As any sales expert can tell you, being an active listener is fundamental to being an effective sales rep. Asking..
These days, coaching is a vital part of sales organizations. A good coach hones talent in sales reps, which in turn makes for more competitive staying power in the marketplace. Oftentimes, the coach is a sales manager or sales leader; someone pivotal with a direct line to what’s transpiring in the..