Sales Performance Blog

Welcome to the Janek Performance Group blog page.

31 Oct 2018

4 Best Practices for Maximizing Your Lead Conversion Rates Early in the Process

By: Nick Kane

One of the roughest sales realities is that the majority of your leads won’t pan out. The causes are seemingly endless: the timing isn’t right, something goes amiss with the qualification process, a decision maker vetoes the purchase, the customer gets cold feet, changes happen in the marketplace..

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29 Oct 2018

When You Should Promote a Sales Rep to Sales Manager

By: Nick Kane

Last time, we discussed why, contrary to popular belief, top sales reps can at times, make not so great sales managers. Which naturally raises the subsequent question, “When should we make a sales rep a manager?”. That you’re asking this question is smart policy – after all, internal promotions can..

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19 Oct 2018

When You Shouldn't Promote a Top Sales Rep to Sales Manager

By: Nick Kane

If finding star sales reps seems difficult, finding stellar sales managers can be even more challenging. Many companies engage in short-sighted thinking, promoting top reps to manager roles under the misguided notion that their success will automatically translate into more of the same in their new..

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09 Oct 2018

Empathy: The Most Difficult and Valuable Sales Skill

By: Nick Kane

One of the sales skills we think deserves more attention and conversation than it currently gets is empathy. It’s a vital trait to develop in work and in life, allowing you to develop your emotional intelligence to a high level. It’s also perhaps the most difficult skill to develop in sales.

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02 Oct 2018

How Paying Attention to Sales Types Results in Better Hiring Decisions and Job Hunt Success

By: Nick Kane

It’s a common complaint – there just aren’t enough good sales reps out there. Or so hiring managers, business owners, and HR departments think. Conversely, even in an economy that’s allegedly strong, there’s still a lot of people struggling to find work, especially the long-term unemployed. One of..

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29 Aug 2018

The Top 10 Skills Sales Professionals Need In 2020 (And Now)

By: Justin Zappulla

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..

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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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23 May 2018

Transitioning from Outside Sales to Inside Sales

By: Nick Kane

We’ve had something of a mini-series on outside sales lately – from talking about the transformation of field sales to offering productivity tips for on the road. Today we’ll be talking about how to transition from outside sales to inside sales. We raise this topic because we have seen this as a..

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30 Apr 2018

4 Important Next Level Business Writing Tips

By: Nick Kane

Sales professionals, as a general rule of thumb, tend to rely on their ability to talk to and read people. It’s why face-to-face and phone communication are still the best ways of furthering the sales process. But even given the primacy of oral communications in the sales world, writing is equally..

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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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