You know that always cheerful, chipper coworker whom you wish somedays would turn down the sunbeam while you’re grumpily reaching for your coffee and mulling over the giant pile of paperwork on your desk? It turns out, Sunny Sunshine may have the right idea. That’s the general consensus from..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
The Ebbinghaus Forgetting Curve states that we forget 40% of new information 24 hours after we learn it - a key factor in why sales training reinforcement is important. ATD affirms the vital role reinforcement plays, estimating the entirety of sales training can be forgotten in as little as three..
There’s a surprising amount of research on neuroscience in areas related to sales – it’s becoming a field of increasing interest as companies and academia seek to understand the biomechanics of the buying and selling processes. Today we’ll be looking at how neuroscience applies to negotiations, and..
When sales managers think of using gamification in sales, they often default to sales contests. While those are certainly competitions with prizes for wins, we consider contests to be separate from gamification. In our view, the term refers to the use of games to: 1) drive more sales, 2) cement..
In their preface to their 2016 report, “The Future of Jobs”, the World Economic Forum notes that we’re at the beginning of the Fourth Industrial Revolution, powered by advancements in such things as genetics, AI, nanotechnology, 3D printing, and biotechnology. It’s a post-digital age that raises..
While we all know that today’s buyer is much more informed than ever before, doing preliminary research and review to the point where they’re approximately 60% of the way through the process when they’re ready to buy, the reality is you can’t afford to wait until they’re ready to purchase. In fact,..
Ask 10 different sales professionals whether it’s better to sell a customer on logic or emotion, and most of them will probably say you need to use both. But Gerald Zaltman, professor at Harvard Business School, notes that 95% of our buying decisions are done subconsciously, and there’s..
The story of Benjamin Franklin is one of our most American – and not only because he’s one of the country’s Founding Fathers. Born into poverty in a family of 17 children, with very little formal education, he became one of the most famous, intellectually revered, and richest men in the world...
As sales professionals, we seem to have an innate inclination to focus on the positives and optimism, which can be an important trait when working in a career that can often come with its frustrations and road blocks. But being aware of the contours that make up the realities of the sales rep life..
As a sales training and consulting company, we’ve seen numerous instances of sales reps who fight coaching. Whether they’re tenured, proven reps or simply don’t see the need to change, they shut down when the sales manager tries to coach them. It’s a tricky situation, but it’s one that can be..