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..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
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..
Recently, I visited a local pool supply store to gather some materials to get our pool ready for the upcoming Las Vegas summer. When you visit the pool supply store, you typically bring a water sample to have it analyzed. Doing so gives you a head start on the chemicals required to break your pool..
Many sales professionals still view CRM systems (short for Customer Relationship Management) as an administrative chore or simply as a newer means to the same end. This negative view is cultivated in the minds of many sales professionals often due to poor implementation and a lack of value..
You've heard us talk about prospecting in the past. We've spent numerous posts discussing the value and strategies to successfully prospect in today's sales environment. We've discussed structuring prospecting emails, how to overcome objections during the prospecting phase, and virtually every..
It’s no secret that today’s buyers are much better informed than their counterparts just 5 or 10 years ago. Today, information is a mouse click away on the Internet and in fact, a study by Accenture revealed that a staggering 94% of B2B buyers conduct some sort of online research before making a..
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..
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..