Sales Performance Blog

Welcome to the Janek Performance Group blog page.

08 Aug 2018

5 Tips To Win Over Sales Reps Who Don’t Want To Be Coached

By: Nick Kane

As a sales training and consulting company, we’ve seen numerous instances of sales reps who fight coaching. Whether they’re tenured, proven reps or simply don’t see the need to change, they shut down when the sales manager tries to coach them. It’s a tricky situation, but it’s one that can be..

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01 Aug 2018

Why Sales Professionals Should Step Into their Buyer’s Shoes

By: Nick Kane

One of the core tenets of our philosophy is that sales reps need to become Trusted Advisors. While we have a lot of ways of helping teams and organizations attain that status, an oft-forgotten entry point (particularly by veteran sales reps who have become accustomed to methods that usually work..

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31 Jul 2018

How to Get the Most Out of 1 on 1 Sales Coaching Meetings

By: Nick Kane

Sales coaching is one of the most important duties of sales managers, because by helping your sales reps develop and grow, the team has a much better chance of hitting or exceeding quota. It also fosters a sense of camaraderie and the feeling of mentorship, which both help in sales rep retention...

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24 Jul 2018

The Importance of Perfect Ethics in Sales

By: Nick Kane

Sales professionals are overwhemingly honest, well-intentioned people who want the best for their customers. But even with those good qualities, sales reps sometimes fall into ethical traps – often without intending to do so and without any malice. That creates problems further on down the line and..

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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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