The New Year is looming, the page set to turn to 2019. With it comes the annual Sales Kickoff for many organizations, who are taking advantage of the new calendar year to generate excitement, create a sense of a fresh start, and typically introduce new information and training heading in to the new..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
2018 marked a banner year for our blog here at Janek Performance Group. More of you visited than ever before and we’re happy you checked us out. In late April, we changed our posting schedule from once a week to 2-3 times a week to provide you more information and insights more often. Here are our..
Figuring out your company’s sales compensation plan can simultaneously be one of the biggest headaches and one of the most important aspects of your sales organization. Which model you choose and how you design it will have far-reaching consequences for your entire organization. A poor plan will..
One of the newest trends I have seen arise in the sales world over the last few years is the creation of a team within organizations called Revenue Operations. Often abbreviated as RevOps, it isn’t just another buzzword for sales operations. Rather, it’s a whole new department that serves as the..
From professional sports to retail marketing research, our society is one increasingly driven by data. Numbers and analytics through data mining and mass market research can project when someone is likely to buy a car or seek various types of insurance. From a sales team management perspective,..
The common sales advice is that one of the best ways to increase revenue is to utilize cross-selling and upselling. Indeed, as Marketing Metrics notes, existing customers are 60-70% likely to purchase, compared to just 5-20% for new prospects. But some sales professionals conflate the two, when..
In a recent team meeting, one of our instructional designers noted that one of the recent trends in their observation with clients at Janek is the inclusion of Subject Matter Experts (SMEs) in the selling process, rather than a Sales Agent just learning about services and products to sell on their..
Humorist Dave Berry once remarked in a column, “If you had to identify, in one word, the reason why the human race has not achieved, and never will achieve, its full potential, that word would be "meetings." It’s a cynicism that you’ll often hear repeated in TV shows and around the office water..
The image of the lone sales rep trekking across the country, selling products and services, might still come to mind and exist, but more and more, we’re seeing an emphasis on remote sales, synergy and alignment between sales and marketing, and other shifts that involve multiple people working..
Imagine the following: Your most important client is also your most demanding – a conundrum most sales professionals have faced at one point in their careers. Luckily, there’s ways of dealing with such a challenging situation -- methods that not only neutralize the issues but can actually create..