Like staring up from the base of a mountain and imagining the peak of it, sales leaders set quotas they want their reps to reach. However, in some cases, they aim too high and above a doable target, and what results is that they don’t just get the numbers wrong, they can cause serious harm to the..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Most athletes would agree that training produces better results with a good coach at the helm. An expert neutral outsider can spot missteps and provide motivation to enable top-flight results. New England Patriots quarterback Tom Brady, who has won five Super Bowl rings, for example, credits coach..
Here's a question for you—Which trait is more important for a sales professional to master, persistence or patience? Let's put it another way, is it more important to have the drive to do whatever it takes and keep going, regardless of the roadblocks you face or is it more important to sense when..
As a sales professional, you know that an important part of advancing your opportunities is a successful sales presentation. The last thing you want to do is rush through a presentation, read off the slides, and hope that the message "sticks" with your prospects. A great sales presentation should..
It’s common practice for sales organizations to earmark significant budget dollars for sales training. It’s an ongoing operating expense, and a necessity for a healthy company. But in order for a training program to be effective over the long term, it needs to be thoughtfully and carefully planned..
If you're finding it difficult and expensive to hire great salespeople for your organization, you're not alone. A tight labor market, featuring a low unemployment rate of 4.1% as of January 2018, means it's more challenging than ever to find great talent. It's more expensive, too. According to a..
As a sales training organization, we often encounter clients that sell in a more technical environment and ask us a consistent question… Should they hire sales professionals with sales experience and teach them the technical ins and outs of their products; or should they hire technical experts and..
Last week, I had one of the most frustrating sales experiences of my life. Allow me to elaborate:
Our cell phone contract was up for renewal and we were comparing our existing agreement against options from other phone service providers. As it turned out, our provider wasn't the most competitively..
Elon Musk and his companies are in the news practically every week for some reason or another. Musk is admired for his innovative thinking and breakthrough designs. His best-known venture, Tesla, is embraced all over the world for its sleek, energy-efficient cars and the advancements in battery..
We all know that the sales world is competitive. Those who get ahead are the ones that have a competitive fire and are willing to fight for the sale. So, what better way to promote comradery, productivity, and increase sales effectiveness than a little friendly competition?