Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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
05 Sep 2018

Sales Strategy: Using Gamification to Reinforce Training and Change Selling Behaviors

By: Nick Kane

When sales managers think of using gamification in sales, they often default to sales contests. While those are certainly competitions with prizes for wins, we consider contests to be separate from gamification. In our view, the term refers to the use of games to: 1) drive more sales, 2) cement..

Read More
08 Aug 2018

5 Tips To Win Over Sales Reps Who Don’t Want To Be Coached

By: Nick Kane

As a sales training and consulting company, we’ve seen numerous instances of sales reps who fight coaching. Whether they’re tenured, proven reps or simply don’t see the need to change, they shut down when the sales manager tries to coach them. It’s a tricky situation, but it’s one that can be..

Read More
01 Aug 2018

Why Sales Professionals Should Step Into their Buyer’s Shoes

By: Nick Kane

One of the core tenets of our philosophy is that sales reps need to become Trusted Advisors. While we have a lot of ways of helping teams and organizations attain that status, an oft-forgotten entry point (particularly by veteran sales reps who have become accustomed to methods that usually work..

Read More
31 Jul 2018

How to Get the Most Out of 1 on 1 Sales Coaching Meetings

By: Nick Kane

Sales coaching is one of the most important duties of sales managers, because by helping your sales reps develop and grow, the team has a much better chance of hitting or exceeding quota. It also fosters a sense of camaraderie and the feeling of mentorship, which both help in sales rep retention...

Read More
24 Jul 2018

The Importance of Perfect Ethics in Sales

By: Nick Kane

Sales professionals are overwhemingly honest, well-intentioned people who want the best for their customers. But even with those good qualities, sales reps sometimes fall into ethical traps – often without intending to do so and without any malice. That creates problems further on down the line and..

Read More

Contact Us


Subscribe

Subscribe by RSS

by RSS

– or –