After a lot of hard work and effort, you or your team has landed the sale and revenue is coming in. But that doesn’t mean the sales process is over. In fact, a new phase begins – maintaining the relationship. Whether you’re a sales rep responsible for servicing the client after the deal or whether..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
When Richard Thaler and John Balz of the University of Chicago and Cass Sunstein of Harvard Law School coined the phrase choice architecture in 2008, they clarified how decision makers make choices. More importantly, they illuminated how choice architects, such as sales people, can use choice..
One of the sales skills we think deserves more attention and conversation than it currently gets is empathy. It’s a vital trait to develop in work and in life, allowing you to develop your emotional intelligence to a high level. It’s also perhaps the most difficult skill to develop in sales.
It’s a common complaint – there just aren’t enough good sales reps out there. Or so hiring managers, business owners, and HR departments think. Conversely, even in an economy that’s allegedly strong, there’s still a lot of people struggling to find work, especially the long-term unemployed. One of..
We here at Janek Performance Group were recently searching for a vendor for a specialized service. What we found was shocking – despite research showing that the response time to inbound leads should be an hour or less, the average response time was around 72 hours – 3 days after our initial..
Revenue leakage, or the loss of income from customers spending less than expected over the lifetime of the relationship, is a subtle but significant negative influence on gross income, with most studies showing a 1 to 5% decrease in gross income due to revenue leakage. It’s a problem that falls..
You know that always cheerful, chipper coworker whom you wish somedays would turn down the sunbeam while you’re grumpily reaching for your coffee and mulling over the giant pile of paperwork on your desk? It turns out, Sunny Sunshine may have the right idea. That’s the general consensus from..
There’s a surprising amount of research on neuroscience in areas related to sales – it’s becoming a field of increasing interest as companies and academia seek to understand the biomechanics of the buying and selling processes. Today we’ll be looking at how neuroscience applies to negotiations, and..
Ask 10 different sales professionals whether it’s better to sell a customer on logic or emotion, and most of them will probably say you need to use both. But Gerald Zaltman, professor at Harvard Business School, notes that 95% of our buying decisions are done subconsciously, and there’s..
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..