In sales, trying to do everything last-minute rarely goes well. That means now, late in the third quarter, you need to be laying the groundwork for the closing months of the fiscal year. Here’s how.
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
As a sales rep, you can read all the sales books and blogs, watch all the instructional videos, and become something of a minor theoretical knowledge expert. And while this is both valuable and helpful, what will likely make the biggest impact in your sales career is receiving expert sales coaching.
In sales, there’s countless demands on your time. The incessant cascade of emails, phone calls, texts, meetings, digital and hard copy recordkeeping – one could literally spend virtually all of their waking hours doing nothing but engaging with all these demands. But that road leads to stress, ..
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..
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.
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..
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..
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,..
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..
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..