Sales Performance Blog

Welcome to the Janek Performance Group blog page.

13 Feb 2018

How to Ensure That Sales Training Pays Off

By: Nick Kane

It’s common practice for sales organizations to earmark significant budget dollars for sales training. It’s an ongoing operating expense, and a necessity for a healthy company. But in order for a training program to be effective over the long term, it needs to be thoughtfully and carefully planned..

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07 Feb 2018

Hiring New Sales Staff: 5 Common Mistakes (and Simple Solutions)

By: Justin Zappulla

If you're finding it difficult and expensive to hire great salespeople for your organization, you're not alone. A tight labor market, featuring a low unemployment rate of 4.1% as of January 2018, means it's more challenging than ever to find great talent. It's more expensive, too. According to a..

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31 Jan 2018

4 Soft Skills That Sales Reps With Strong Technical Acumen Need to Master

By: Nick Kane

As a sales training organization, we often encounter clients that sell in a more technical environment and ask us a consistent question… Should they hire sales professionals with sales experience and teach them the technical ins and outs of their products; or should they hire technical experts and..

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22 Jan 2018

When the Sales Department Fails to Deliver on Customer Service: An Outsider’s Perspective

By: Rudy Joggerst

Last week, I had one of the most frustrating sales experiences of my life. Allow me to elaborate:

Our cell phone contract was up for renewal and we were comparing our existing agreement against options from other phone service providers. As it turned out, our provider wasn't the most competitively..

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17 Jan 2018

What Sales Can Learn From Elon Musk: 4 Powerful Career Tips

By: Justin Zappulla

Elon Musk and his companies are in the news practically every week for some reason or another. Musk is admired for his innovative thinking and breakthrough designs. His best-known venture, Tesla, is embraced all over the world for its sleek, energy-efficient cars and the advancements in battery..

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10 Jan 2018

How to Effectively Run a Sales Contest to Motivate Your Sales Team

By: Justin Zappulla

We all know that the sales world is competitive. Those who get ahead are the ones that have a competitive fire and are willing to fight for the sale. So, what better way to promote comradery, productivity, and increase sales effectiveness than a little friendly competition?

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02 Jan 2018

The Bad Sales Habit You Have to Break: Stop Interrupting

By: Nick Kane

Think back to a conversation you've had with a friend or colleague where it seemed like they were consistently jumping in and saying something every time you stopped to take a breath. How were you feeling during the conversation? Most would agree, it's beyond frustrating. And while you have heard..

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27 Dec 2017

Selling Abroad: Tips on Overcoming Cultural Barriers in Business

By: Justin Zappulla

Global commerce is constantly expanding and people increasingly do business with individuals and companies from other countries. Expanding your horizons and increasing the scope of your business can be beneficial to find new customers and markets. At the same time, communicating across cultures can..

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18 Dec 2017

Are You Maximizing All Available Sales Tools And Resources?

By: Nick Kane

Let’s face it. For about ninety-nine percent of sales professionals in America, the ability to sell – and to sell well – does not come naturally, especially in today’s marketplace. It takes hard work, dedication and a commitment to honing the craft.

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12 Dec 2017

How to Turn Sales Managers Into Great Sales Coaches

By: Nick Kane

"A coach is someone who can give correction without causing resentment." 

Legendary UCLA basketball coach John Wooden’s quote sheds light on the importance of effective coaching, and it certainly translates well to the world of sales coaching today. Indeed, it can be a delicate task to guide and..

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