While role-playing is an excellent tool for coaching and developing sales reps, specific parameters that more accurately replicate their real-life selling experience is needed to maximize the value of the experience. Not only does the role-play then become a teaching moment to improving sales reps’..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
While most people who don’t work in sales think it’s the best product (whether in quality or price) that wins out in a selling situation, that’s often not the case. In fact, in more than a few cases, the deciding factor has less to do with just the solution itself. It’s the relationship the sales..
After a lot of hard work and effort, you or your team has landed the sale and revenue is coming in. But that doesn’t mean the sales process is over. In fact, a new phase begins – maintaining the relationship. Whether you’re a sales rep responsible for servicing the client after the deal or whether..
Cold emails are a lot like cold calling – they’re venturing out into the icy unknown and can come with a low response rate. Even worse, many sales reps hurt themselves even more by making fundamental mistakes in the most important part of the email – the Call to Action. Let’s take a look at some of..
One of the roughest sales realities is that the majority of your leads won’t pan out. The causes are seemingly endless: the timing isn’t right, something goes amiss with the qualification process, a decision maker vetoes the purchase, the customer gets cold feet, changes happen in the marketplace..
Last time, we discussed why, contrary to popular belief, top sales reps can at times, make not so great sales managers. Which naturally raises the subsequent question, “When should we make a sales rep a manager?”. That you’re asking this question is smart policy – after all, internal promotions can..
At its best, sales is a wonderful, exciting profession with a thrilling chase for closes, supporting clients in achieving their objectives and being able to meet a variety of people in all kinds of locations. At its worst, sales is an exercise in frustration, and the kind of losses that can wound..
If finding star sales reps seems difficult, finding stellar sales managers can be even more challenging. Many companies engage in short-sighted thinking, promoting top reps to manager roles under the misguided notion that their success will automatically translate into more of the same in their new..
There’s been increasing attention given to the need to train sales reps in a business environment that features customers who are far more informed than ever before. This is certainly true. And yet, lost in that emphasis and focus is the other crucial element – the need to train sales managers in..
One of the side effects of today’s more informed buyer is an increase in customer cynicism – even to the point where they’ll, at times, reject purchases that are to their benefit. Therefore, sales reps need to be aware of this built-in skepticism and work to overcome it.