Sales Performance Blog

Welcome to the Janek Performance Group blog page.

04 Feb 2019

Why Emotional Connections Are Often Your Best Sales Differentiator

By: Nick Kane

One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery,..

Read More
14 Jan 2019

Why Sales Reps Should Take Advantage of Coaching

By: Justin Zappulla

We’ve preached repeatedly that coaching is one of the most effective ways to develop a sales rep. But while there’s plenty of advice here and elsewhere for how sales managers and leaders should coach, there’s far less discussion about how sales reps should respond to the coaching they receive and..

Read More
09 Jan 2019

How Millennial Managers Can Lead Older Sales Reps

By: Nick Kane

There’s a lot of conversation about how to work with millennial sales reps who have different ways of learning and value systems than previous generations (including one of our own posts). But what hasn’t been discussed is the mirror opposite – when millennial managers find themselves in the..

Read More
31 Dec 2018

5 Ways to Start the Year Right With a Dynamic Sales Kickoff Event

By: Nick Kane

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..

Read More
26 Dec 2018

The Year in Review: Our 5 Most Popular Sales Blog Posts of 2018

By: Justin Zappulla

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..

Read More
14 Nov 2018

Real-World Scenarios: The Key to Effective Sales Role-Playing

By: Justin Zappulla

While role-playing is an excellent tool for coaching and developing sales reps, specific parameters that more accurately replicate their real-life selling experience is needed to maximize the value of the experience. Not only does the role-play then become a teaching moment to improving sales reps’..

Read More
12 Oct 2018

How to Overcome Sales' Elephant in the Room: Customer Cynicism

By: Nick Kane

One of the side effects of today’s more informed buyer is an increase in customer cynicism – even to the point where they’ll, at times, reject purchases that are to their benefit. Therefore, sales reps need to be aware of this built-in skepticism and work to overcome it.

Read More
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.

Read More
01 Oct 2018

Motivate the Middle Tier of Your Sales Team to Maximize Sales Revenues

By: Nick Kane

Although the 80/20 rule was first popularized in the business world by Richard Koch’s 1997 book, The 80/20 Principle, the concept itself was devised a hundred years earlier (1896) by Italian economist and sociologist Vilfredo Pareto at the University of Lausanne in his work, Cours d’economie..

Read More
13 Sep 2018

Why Sales Training Reinforcement is Critical for Your Organization

By: Nick Kane

The Ebbinghaus Forgetting Curve states that we forget 40% of new information 24 hours after we learn it - a key factor in why sales training reinforcement is important. ATD affirms the vital role reinforcement plays, estimating the entirety of sales training can be forgotten in as little as three..

Read More

Contact Us


Subscribe

Subscribe by RSS

by RSS

– or –