Sales Performance Blog

Welcome to the Janek Performance Group blog page.

20 Jun 2018

Sales Lessons from Iceland’s Unexpected World Cup Appearance

By: Justin Zappulla

Iceland is a tiny island nation about the size of Tampa Bay, Florida in terms of population (just over 330,000). Yet, they accomplished the remarkable in not only qualifying for the 2018 World Cup for the first time in history, but drew Argentina, one of the tournament favorites, 1-1 in the opener...

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04 Jun 2018

Sales Training and Sales Coaching: What’s the Difference?

By: Justin Zappulla

Sales training and sales coaching are two of the best ways to improve the sales performance of your team. But sometimes people aren’t really sure what the difference is, or even if there is one. As it turns out, they are in fact two entirely separate things - dealing with different areas,..

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31 May 2018

The Sales Training and Coaching Podcast: Designing Training to Engage Senior Reps

By: Janek Performance Group

Janek Performance Group Managing Partner Nick Kane appeared on the Sales Training and Coaching podcast to discuss how to design sales training to engage senior sales reps. Topics covered in the interview include why veteran sales reps are sometimes resistant to sales training, how to overcome that..

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11 May 2018

How To Use Role-Playing To Drive Sales Success

By: Nick Kane

One of the most overlooked and underutilized sales training and coaching tools is sales role-playing. However, just over 20% of sales teams utilize role-playing, despite its effectiveness in improving sales results, In fact, in one case study, daily role-playing exercises took two radio stations..

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09 May 2018

How to be a More Effective Sales Coach in the Retail Sector

By: Nick Kane

In recent years, numerous alarm bells have sounded and obituaries have been written in the media and elsewhere about the death of brick and mortar retail, a decline heralded by the explosion of online sales via monolithic giants such as Amazon. But the reality is far different from these..

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07 May 2018

The Unrealized Value of Introverted Sales Reps

By: Justin Zappulla

When most people think of a sales rep, they envision an enthusiastic, energetic whirlwind of an extrovert, full of charm and conversation. And while it’s true that many sales professionals are extroverted, there’s also a surprising number of introverts among the ranks. What’s even more stunning –..

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01 May 2018

Helping Sales Reps Recover From a Confidence Crash

By: Nick Kane

We all go through it – whether we’re a world-class athlete or a top-performing sales rep, invariably we’ll hit a slump. Heck, even Michael Jordan (arguably the greatest athlete of all time) went 29-of-74 (39 percent) shooting over three games in his 1992 season. Sometimes it’s a matter of just..

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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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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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