Sales Performance Blog

Welcome to the Janek Performance Group blog page.

29 May 2019

Recovering From a Lost Sales Deal

By: Justin Zappulla

All the signs were there – you were on top of things in discovery, picked out the perfect solutions, and delivered a smashing presentation that wowed the decision makers and influencers. You’re practically dreaming of that win and everything that comes with it! And then you receive notice that..

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08 May 2019

6 Tips to Give a More Engaging Sales Experience

By: Nick Kane

Product knowledge is essential for any salesperson. Whatever you’re selling, know it completely. Because the more you know about what you’re selling, the more confident you’ll be. And because the more confident you are when presenting to the customer, the more the product will appeal to the buyer.

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26 Apr 2019

4 Ways to Master Rapport-Building Skills in Sales

By: Nick Kane

I have an acquaintance who is a genuinely nice person and gifted in their career but hasn’t had the type of success they imagined they would have (or befits their talent and dedication to the craft). For years, they’ve wondered why they’ve seen less gifted people win promotions, raises, etc. while..

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09 Apr 2019

Sales Rep Engagement and Productivity: What Sales Leaders Need to Know

By: Justin Zappulla

Some people in sales fail to understand the interrelationship between engagement and productivity. Or they aren’t aware that just because someone is productive doesn’t mean they’re engaged and vice versa. Consequently, this primer explaining these things and how you can improve both engagement and..

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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,..

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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..

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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..

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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..

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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..

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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’..

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