Sales Performance Blog

Welcome to the Janek Performance Group blog page.

07 Aug 2018

How to Get Back in the Sales Game After an Extended Absence

By: Nick Kane

Sales is an exciting and, at times, an emotionally draining career – one that can be prone to burnout and a need to step away. Or perhaps you changed careers and are, after time spent in another arena, coming back to the world of sales. There’s a myriad of other reasons why there would be a gap..

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01 Aug 2018

Why Sales Professionals Should Step Into their Buyer’s Shoes

By: Nick Kane

One of the core tenets of our philosophy is that sales reps need to become Trusted Advisors. While we have a lot of ways of helping teams and organizations attain that status, an oft-forgotten entry point (particularly by veteran sales reps who have become accustomed to methods that usually work..

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31 Jul 2018

How to Get the Most Out of 1 on 1 Sales Coaching Meetings

By: Nick Kane

Sales coaching is one of the most important duties of sales managers, because by helping your sales reps develop and grow, the team has a much better chance of hitting or exceeding quota. It also fosters a sense of camaraderie and the feeling of mentorship, which both help in sales rep retention...

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24 Jul 2018

The Importance of Perfect Ethics in Sales

By: Nick Kane

Sales professionals are overwhemingly honest, well-intentioned people who want the best for their customers. But even with those good qualities, sales reps sometimes fall into ethical traps – often without intending to do so and without any malice. That creates problems further on down the line and..

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20 Jul 2018

Should Sales Reps Call or Email?

By: Nick Kane

One of the conundrums facing sales reps is whether to contact prospects and customers via the phone or email. While the obvious answer is to use both, what isn’t so apparent is that the correct answer isn’t necessarily tied to buyer preference – rather, there’s strong evidence that suggests timing..

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16 Jul 2018

Why Sales Reps Should Leave Voicemail Messages

By: Nick Kane

I learned early on in my sales career the importance of an effective voicemail after leaving countless messages that didn’t receive a callback. The voicemail is your opportunity to touch base on a more personal level with a client. While the quantity of replies might be lower, the quality of..

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12 Jul 2018

Six Keys to Manage Your Sales Territory More Effectively

By: Justin Zappulla

You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales. In tandem with our most recent white paper on Developing an Effective Sales Territory Model, we want to share some best practices that help you..

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10 Jul 2018

How Analysis Paralysis Can Hurt Your Sales and Productivity

By: Nick Kane

We are overwhelmed with information and choices in today’s digital world. The Internet age has simultaneously given us the blessing of access to knowledge and the curse of being aware of so much, that we sometimes don’t know what to think or do. The sales world is no exception, oftentimes freezing..

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09 Jul 2018

When is it Time to Cut Ties with an Underperforming Sales Rep?

By: Nick Kane

Letting someone go is one of the worst parts of being a manager. It’s never a pleasant experience, but sometimes it’s necessary for the good of your organization, and, paradoxically enough, the sales rep you’re letting go. Knowing how and when to fire someone is also a key skillset to learn – yet ..

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03 Jul 2018

Are Sales Demos Critical for Winning Deals?

By: Nick Kane

Sales demos are frequently a part of the sales process, particularly for high-end or complex technological services and products. But there’s an argument to be made that sales reps may be relying too much on their product or service demos and jumping into the demo phase prematurely. After all,..

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