Sales Performance Blog

Welcome to the Janek Performance Group blog page.

07 Jan 2019

Knowing Your Competition is Critical to Sales Success

By: Nick Kane

“If you know the enemy and know yourself, you need not fear the result of a hundred battles.” – Sun Tzu, The Art of War

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26 Dec 2018

The Year in Review: Our 5 Most Popular Sales Blog Posts of 2018

By: Justin Zappulla

2018 marked a banner year for our blog here at Janek Performance Group. More of you visited than ever before and we’re happy you checked us out. In late April, we changed our posting schedule from once a week to 2-3 times a week to provide you more information and insights more often. Here are our..

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21 Dec 2018

The Do's and Don'ts of Designing a Sales Compensation Plan

By: Justin Zappulla

Figuring out your company’s sales compensation plan can simultaneously be one of the biggest headaches and one of the most important aspects of your sales organization. Which model you choose and how you design it will have far-reaching consequences for your entire organization. A poor plan will..

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19 Dec 2018

Revenue Operations: How Sales’ Newest Innovation Helps Your Organization

By: Nick Kane

One of the newest trends I have seen arise in the sales world over the last few years is the creation of a team within organizations called Revenue Operations. Often abbreviated as RevOps, it isn’t just another buzzword for sales operations. Rather, it’s a whole new department that serves as the..

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11 Dec 2018

Subject Matter Experts: The Hot New Sales Tool and How to Use Them

By: Nick Kane

In a recent team meeting, one of our instructional designers noted that one of the recent trends in their observation with clients at Janek is the inclusion of Subject Matter Experts (SMEs) in the selling process, rather than a Sales Agent just learning about services and products to sell on their..

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06 Nov 2018

How to Maintain a Client Relationship After You've Won the Sale

By: Nick Kane

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..

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10 Oct 2018

How Understanding Choice Architecture Leads to More Effective Sales

By: Nick Kane

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..

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09 Oct 2018

Empathy: The Most Difficult and Valuable Sales Skill

By: Nick Kane

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.

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02 Oct 2018

How Paying Attention to Sales Types Results in Better Hiring Decisions and Job Hunt Success

By: Nick Kane

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..

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25 Sep 2018

Why You Need to Respond to Inbound Leads ASAP

By: Nick Kane

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..

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