Sales Performance Blog

Welcome to the Janek Performance Group blog page.

11 Sep 2019

Is Social Sensitivity a Trait of Top Sales Professionals?

By: Nick Kane

There’s quite a few key personality and emotional intelligence traits we talk about being important to those in sales careers. The one that’s arguably most critical is social sensitivity – your ability to perceive, identify, and understand cues and contexts in social interactions (along with..

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20 Aug 2019

What to do When Your Buyers Simply Don’t Answer

By: Justin Zappulla

It’s one of the facts of sales life – buyers often don’t respond. They don’t pick up their phones, don’t respond emails or other various ways to get in touch. Two questions come to mind – 1) Why won’t they just answer? 2) What can you do about it?

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14 Aug 2019

4 Tips to Become a Better Communicator in Sales

By: Nick Kane

As sales is shifting to more of the process occurring over the phone and via video conferencing, the speaking voice is becoming an increasingly critical skill for sales professionals to develop and perfect. While complete control isn’t possible (unless you take voice lessons), there are some..

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13 Aug 2019

What Sales Professionals Can Learn from the US Women’s National Team

By: Nick Kane

The US Women’s National Soccer team recently became just the second to win two World Cups and the first to perform the feat back to back. They accomplished this success despite FiveThirtyEight’s statistical model originally projecting the American side as second best to host France and repeated as..

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24 Jul 2019

How Sales Professionals Should Prioritize Their Time

By: Justin Zappulla

In sales, there’s countless demands on your time. The incessant cascade of emails, phone calls, texts, meetings, digital and hard copy recordkeeping – one could literally spend virtually all of their waking hours doing nothing but engaging with all these demands. But that road leads to stress, ..

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23 Jul 2019

Curiosity is Sales' Unsung, Important Personality Trait

By: Nick Kane

“The important thing is not to stop questioning. Curiosity has its own reason for existence.”

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08 Jul 2019

How to Grow Word of Mouth and Increase Sales

By: Justin Zappulla

Word of mouth can be either the stuff of dreams or nightmares for sales professionals. When it’s positive, it can have a major beneficial impact on lead generation and winning new sales. When it’s negative, it can seriously damage credibility and overall sales efforts. Since it’s such an important..

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26 Jun 2019

Become a Top Performer With These 4 Traits

By: Justin Zappulla

There are many theories on the differences between top performing sales professionals and their underperforming peers. Given the divergence of opinions, it can be challenging to determine why some sales reps excel while others have a much more difficult time achieving their target. However, there..

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04 Jun 2019

Why Trainers Shouldn't Be Confused with Keynote Speakers

By: Nick Kane

Most of us in sales have witnessed the virtuoso speaker, whose elegance, energy, and command of the room have injected enthusiasm and a burst of desire to change one’s work habits and ways of doing things. And this has its place and value in the sales improvement process. But a classic misstep is..

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09 May 2019

Titans of Sales History: John Henry Patterson

By: Nick Kane

We’re introducing a new concept today – Titans of Sales History. In this series, we’ll be examining historical figures who were key in shaping today’s sales world and what we can still learn from their influence. Things kick off with the godfather of sales training himself – John Henry Patterson.

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