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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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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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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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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14 Jun 2017

How to Assess the Health of Your Sales Pipeline

By: Justin Zappulla

The primary focus of most sales professionals and their respective sales organizations is hitting quota each month/quarter/year. While that remains at the top of mind for most, it is also imperative to regularly evaluate the entire sales pipeline from a broader point of view, including deals that..

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31 May 2017

Spotlight on Social Selling: How to Measure Success

By: Justin Zappulla

In our previous posts on social selling, we discussed strategy and the intrusiveness that sometimes accompanies this relatively new method of generating sales. Actively following and adapting these tips is certainly a good goal, but beyond that, how do you measure whether your social strategy is..

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22 May 2017

Spotlight on Social Selling: How to Remove the “Creepiness” Factor

By: Nick Kane

Social networking platforms have changed the world that we live in. They also have had a significant impact on the world of sales and how we go about doing business (and continue to do so). As we explored in our last post, social networking platforms can be a valuable tool in the arsenal of sales..

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12 Apr 2017

What the Fast and Furious Franchise Can Teach Sales Professionals

By: Rudy Joggerst

The Fast and Furious movies have turned into one of the most successful movie franchises of all time, and this coming Friday, installment number 8 will roll into theatres. Love it or hate it, the testosterone-fueled action franchise holds a surprising amount of ideas and narratives that resonate..

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03 Apr 2017

Should You Respond to Every RFP?

By: Nick Kane

When you receive a request for proposal (RFP) that aligns with the services or products that your company provides, your first instinct is probably to get to work submitting a proposal that will land you the job.

Although it is tempting to try and secure as much work as possible, especially when..

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