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.
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
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..
The job of a sales manager is not limited to meeting company goals and reporting to the C-suite – it’s a challenging role that includes juggling multiple competing priorities. Today’s sales managers not only manage their teams, they provide coaching and support, and they make themselves available..
When delivering a sales presentation to your customer, her needs and your solutions must be at the core of your presentation. However, there are a few tactics you can leverage in order to strengthen the impact of your delivery and take your presentation to the next level. These include social..
If change was easy, we’d probably do it all the time. But it’s a fact of life that change can be challenging, especially here in the salesverse. Take the introduction of a new CRM, or the implementation of different sales processes. You don’t even have to go that far. The simplest change can be..
Let’s start by defining what we refer to as a “tenured” sales professional – this is someone who likely has 10 plus years of sales experience, whether solely with their current company, or accumulated over the years at various places of employment.
Suffice it to say this is a person who is..
Most executives readily agree that the quality of its sales managers has a direct impact on its financial results. Even so, many companies still fail to provide sales managers with the tools necessary for long-term success. According to a Gallup report, when almost 1,000 senior executives were..
It seems that these days, especially within the sales world, the word coaching gets thrown around an awful lot. Sales managers are asked to "coach on a concept" or "coach to this or that skillset," and at the end of the day, the idea of what coaching really means can get lost.
Who doesn’t want to streamline processes to become as efficient as possible? For many organizations, reaching the efficiency mountaintop means rejiggering sales roles in order to align the end-to-end process with the customer journey. The desired result is role specialization, a calling-card..
Our bad behaviors are not isolated incidents blooming from the ether. Eating a whole bag of cookies is no accident: We’re trying to fill a hole; we’re disappointed in life; our relationships are circling the drain. Money worries have us biting our nails and not even realizing we’re doing it. Our..