Sales Performance Blog

Welcome to the Janek Performance Group blog page.

11 Apr 2018

At What Point Are Salespeople Too Service Oriented?

By: Nick Kane

Recently, I visited a local pool supply store to gather some materials to get our pool ready for the upcoming Las Vegas summer. When you visit the pool supply store, you typically bring a water sample to have it analyzed. Doing so gives you a head start on the chemicals required to break your pool..

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07 Mar 2018

4 Solutions For Sales Reps Who Resist Coaching

By: Nick Kane

Most athletes would agree that training produces better results with a good coach at the helm. An expert neutral outsider can spot missteps and provide motivation to enable top-flight results. New England Patriots quarterback Tom Brady, who has won five Super Bowl rings, for example, credits coach..

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27 Feb 2018

The Yin and Yang of Sales

By: Nick Kane

Here's a question for you—Which trait is more important for a sales professional to master, persistence or patience? Let's put it another way, is it more important to have the drive to do whatever it takes and keep going, regardless of the roadblocks you face or is it more important to sense when..

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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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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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08 Dec 2017

Video: How to Succeed in a Sales Management Role

By: Janek Performance Group

During the recent Sales 3.0 Conference in Las Vegas, Janek Managing Partner Justin Zappulla sat down with Selling Power founder Gerhard Gschwandtner to discuss the various challenges of effective sales management leadership. Talking points include the transition from a sales rep to a sales..

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31 Oct 2017

How to Develop and Sharpen Your Business Acumen for Sales

By: Justin Zappulla

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.

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30 Aug 2017

Should You Sell to the Decision Maker or the Influencer?

By: Justin Zappulla

Have you ever encountered a decision maker who couldn’t commit to a decision to buy? Probably most of us who sell B2B have come across such a scenario and learned the hard way that sales are often more complex than anticipated, even if you’ve followed your sales processes to a T. Because quite..

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23 Aug 2017

4 Values That Make a Sales Manager a Good Role Model

By: Justin Zappulla

The role of sales manager comes with many responsibilities. You have goals to reach, relationships to build, and accountability for an entire team of sales professionals, each with their own strengths, weaknesses, and challenges. One of the most effective and often overlooked ways to be a good..

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06 Jun 2017

Why Effective Sales Talent Onboarding is a Team Effort

By: Justin Zappulla

Do you remember the first person who talked to you about the importance of teamwork? Was it a parent? A coach? A teacher? Whoever it was, it’s probably safe to assume that the same principles were shared with them at a young age. Teamwork is a common thread that weaves its way throughout our lives,..

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