Sales Performance Blog

Welcome to the Janek Performance Group blog page.

04 Jan 2017

Tips on Coaching the Millennial Salesforce

By: Justin Zappulla

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.

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19 Oct 2016

4 Time-Tested Techniques to Improve Sales Coaching Feedback

By: Nick Kane

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..

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03 Aug 2016

How Listening Will Make You a Better Sales Manager

By: Justin Zappulla

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..

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18 May 2016

Infographic: How to Strengthen the Impact of Your Sales Presentation

By: Janek Performance Group

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..

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11 May 2016

How to Get Your Sales Team to Embrace Change

By: Nick Kane

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..

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06 Apr 2016

3 Misconceptions About Tenured Sales Professionals

By: Justin Zappulla

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..

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09 Mar 2016

The Trickle Down Benefits of Sales Management Training

By: Nick Kane

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..

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28 Oct 2015

Establishing a Sales Coaching Culture

By: Justin Zappulla

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.

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21 Oct 2015

Measuring the Effectiveness of Your Inside Sales Team

By: Nick Kane

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..

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30 Sep 2015

Breaking Bad Sales Habits

By: Nick Kane

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..

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