Sales Performance Blog

Welcome to the Janek Performance Group blog page.

16 Jan 2019

Selling to the C-Suite: Why You Need a Different Sales Mindset

By: Nick Kane

Many of our customers have commented over the years that they don’t know how to sell to the C-Suite. It can be an intimidating process – hard to get the meeting in the first place, even more difficult to have a successful presentation. It’s also an area where many sales professionals fail –..

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14 Jan 2019

Why Sales Reps Should Take Advantage of Coaching

By: Justin Zappulla

We’ve preached repeatedly that coaching is one of the most effective ways to develop a sales rep. But while there’s plenty of advice here and elsewhere for how sales managers and leaders should coach, there’s far less discussion about how sales reps should respond to the coaching they receive and..

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09 Jan 2019

How Millennial Managers Can Lead Older Sales Reps

By: Nick Kane

There’s a lot of conversation about how to work with millennial sales reps who have different ways of learning and value systems than previous generations (including one of our own posts). But what hasn’t been discussed is the mirror opposite – when millennial managers find themselves in the..

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07 Jan 2019

Knowing Your Competition is Critical to Sales Success

By: Nick Kane

“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” – Sun Tzu, The Art of War

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31 Dec 2018

5 Ways to Start the Year Right With a Dynamic Sales Kickoff Event

By: Nick Kane

The New Year is looming, the page set to turn to 2019. With it comes the annual Sales Kickoff for many organizations, who are taking advantage of the new calendar year to generate excitement, create a sense of a fresh start, and typically introduce new information and training heading in to the new..

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26 Dec 2018

The Year in Review: Our 5 Most Popular Sales Blog Posts of 2018

By: Justin Zappulla

2018 marked a banner year for our blog here at Janek Performance Group. More of you visited than ever before and we’re happy you checked us out. In late April, we changed our posting schedule from once a week to 2-3 times a week to provide you more information and insights more often. Here are our..

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21 Dec 2018

The Do's and Don'ts of Designing a Sales Compensation Plan

By: Justin Zappulla

Figuring out your company’s sales compensation plan can simultaneously be one of the biggest headaches and one of the most important aspects of your sales organization. Which model you choose and how you design it will have far-reaching consequences for your entire organization. A poor plan will..

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19 Dec 2018

Revenue Operations: How Sales’ Newest Innovation Helps Your Organization

By: Nick Kane

One of the newest trends I have seen arise in the sales world over the last few years is the creation of a team within organizations called Revenue Operations. Often abbreviated as RevOps, it isn’t just another buzzword for sales operations. Rather, it’s a whole new department that serves as the..

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14 Dec 2018

Why Sales Managers Need to Look at More Than the Numbers

By: Nick Kane

From professional sports to retail marketing research, our society is one increasingly driven by data. Numbers and analytics through data mining and mass market research can project when someone is likely to buy a car or seek various types of insurance. From a sales team management perspective,..

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12 Dec 2018

A Beginner’s Guide to Cross-Selling vs Upselling: What’s the Difference and Why Does It Matter?

By: Nick Kane

The common sales advice is that one of the best ways to increase revenue is to utilize cross-selling and upselling. Indeed, as Marketing Metrics notes, existing customers are 60-70% likely to purchase, compared to just 5-20% for new prospects. But some sales professionals conflate the two, when..

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