Sales Performance Blog

Welcome to the Janek Performance Group blog page.

16 May 2018

Click Here to Improve Your Email Open Rates

By: Justin Zappulla

We in the sales world and our marketing cousins are always trying to better our email open rates. It’s a tough thing to do, especially these days when people are bombarded constantly with messages - 105 billion emails are sent every day!. Add in filtering systems like Gmail’s Social and Promotions..

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15 May 2018

Getting Past the Gatekeeper: An Advanced Study

By: Justin Zappulla

One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind,..

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11 May 2018

How To Use Role-Playing To Drive Sales Success

By: Nick Kane

One of the most overlooked and underutilized sales training and coaching tools is sales role-playing. However, just over 20% of sales teams utilize role-playing, despite its effectiveness in improving sales results, In fact, in one case study, daily role-playing exercises took two radio stations..

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09 May 2018

How to be a More Effective Sales Coach in the Retail Sector

By: Nick Kane

In recent years, numerous alarm bells have sounded and obituaries have been written in the media and elsewhere about the death of brick and mortar retail, a decline heralded by the explosion of online sales via monolithic giants such as Amazon. But the reality is far different from these..

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07 May 2018

The Unrealized Value of Introverted Sales Reps

By: Justin Zappulla

When most people think of a sales rep, they envision an enthusiastic, energetic whirlwind of an extrovert, full of charm and conversation. And while it’s true that many sales professionals are extroverted, there’s also a surprising number of introverts among the ranks. What’s even more stunning –..

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02 May 2018

The Transformation of Field Sales

By: Justin Zappulla

In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services. That’s obviously changed since then, and the outside sales reps of today face challenges..

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01 May 2018

Helping Sales Reps Recover From a Confidence Crash

By: Nick Kane

We all go through it – whether we’re a world-class athlete or a top-performing sales rep, invariably we’ll hit a slump. Heck, even Michael Jordan (arguably the greatest athlete of all time) went 29-of-74 (39 percent) shooting over three games in his 1992 season. Sometimes it’s a matter of just..

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30 Apr 2018

4 Important Next Level Business Writing Tips

By: Nick Kane

Sales professionals, as a general rule of thumb, tend to rely on their ability to talk to and read people. It’s why face-to-face and phone communication are still the best ways of furthering the sales process. But even given the primacy of oral communications in the sales world, writing is equally..

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25 Apr 2018

Are Your Sales Reps in Their Best Roles?

By: Justin Zappulla

The NFL draft takes place this weekend, and a lot of the discussion and analysis you’ll hear about the players as they’re picked is whether not they have a proper role and fit within their new team’s system. It’s something that has an underutilized but critical parallel in sales. Although we talk a..

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18 Apr 2018

Improve the Effectiveness of Your Sales Territory Planning

By: Nick Kane

At Janek, we often witness how sales territory alignment and planning are overlooked components within sales organizations. Quite frequently they run on auto-pilot and are given little attention by sales leadership. In other words, once the sales territories are set up (often based on guesswork and..

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