The door-to-door salesman getting his foot shut in the door is a well-worn cliché. And Arthur Miller’s play “Death of a Salesman,” which shows the depressing, even tragic, side of this business, has become a literary classic. Things have changed in many respects from the bygone era in which the..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
In last week’s post, we explained why possessing business acumen is a critical tool for successful consultative selling, especially for salespeople who want to be more than just order takers. In today’s post, we want to dig deeper and discuss specifics on how to develop and refine this attribute.
It's astonishing to see just how much change has sprung about in B2B sales in the past few years - it almost feels like a different world at times. In the past, sales reps possessing solid rapport building skills, coupled with decent product knowledge, had a good chance of closing sales and..
Sales rep retention remains a top priority for many sales organizations. Considering the sheer amount of resources it takes to onboard new talent, in terms of both cost and time, coupled with lost productivity, it makes perfect sense why. A high turnover can also have a negative impact on team..
In many organizations, Sales departments and Customer Service departments are often treated as separate entities with distinct objectives: the Sales team does the legwork to get clients on board and in the door, while the Customer Service team maintains the client relationship by addressing the..
As popular as social media has become today, many business owners and sales professionals are still skeptical of using social media in their sales efforts. Why is there hesitancy? Is it because they fear the unknown? Perhaps they lack the skills or knowledge which increase their reluctance? If used..
At the heart of any successful sales organization are sales professionals. They are the driving force for revenue for their employers and are expected to do the “heavy lifting” when it comes to boosting company earnings. Success in sales is fueled by ambition and motivation of each team member, and..
A problem that many sales professionals struggle with is getting the proverbial foot in the door in order to book a meeting with their key prospect. The process of identifying the ideal prospect profile, getting the meeting, and establishing a relationship is filled with countless obstacles.
Traditionally, and in popular culture, sales professionals have had a reputation for working on their own. But the go-it-alone approach does not—and definitely should not—apply so much anymore. Many sales reps these days, particularly if they’re working B2B territory, typically are backed up by a..
After working with thousands of sales professionals over the years, you tend to pick up on what they like and don’t like to do. For example, a consistent trend we notice about salespeople that are successful in their role is a love to learn - wheather it is about their products, services, industry,..