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.
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
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..
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..
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,..
Sales can be a demanding profession due to the numerous ups and downs that come with the job. A fast-paced and highly competitive environment combined with stress and pressure can be a challenge for even the highest-performing sellers. Here are some suggestions to help combat burn-out syndrome:
Becoming a successful sales manager is not a process that unfolds overnight. Top sales managers earn their stripes by taking strategic steps to combat the sales challenges that face them every day. During their formative years in their new role, they resist the urge to become rigid enforcers of a..
At Janek, we’re fortunate to have great sales trainers who’ve been with us for years. But from time to time, we’ll also welcome new hires to the staff when an individual with an exceptional background in sales and education applies to become a sales trainer for us. Among other things, the steady..
It’s a new year, and that means new sales targets are on the horizon. In all likelihood, they have been scaled up from prior years.
Announcing the annual sales target could cause your sales team frustration and fill their minds with anxiety-ridden questions:
- “Will I be able to meet my company’s..
In last week’s blog we set out a case for why onboarding millennials to your sales team will benefit your organization. Now we want to cover some specific realities and challenges that come with having millennial sales professionals on your team, and talk about best practices for coaching them.
The majority of sales leaders and sales professionals understand the value of sales coaching. Despite that widespread awareness, we often bear witness to the same challenges sales managers deal with when it comes to conveying feedback to their staff. In particular, how to evaluate performance and..