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..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
When sales managers think of using gamification in sales, they often default to sales contests. While those are certainly competitions with prizes for wins, we consider contests to be separate from gamification. In our view, the term refers to the use of games to: 1) drive more sales, 2) cement..
In their preface to their 2016 report, “The Future of Jobs”, the World Economic Forum notes that we’re at the beginning of the Fourth Industrial Revolution, powered by advancements in such things as genetics, AI, nanotechnology, 3D printing, and biotechnology. It’s a post-digital age that raises..
While we all know that today’s buyer is much more informed than ever before, doing preliminary research and review to the point where they’re approximately 60% of the way through the process when they’re ready to buy, the reality is you can’t afford to wait until they’re ready to purchase. In fact,..
Sales is an exciting and, at times, an emotionally draining career – one that can be prone to burnout and a need to step away. Or perhaps you changed careers and are, after time spent in another arena, coming back to the world of sales. There’s a myriad of other reasons why there would be a gap..
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..
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...
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..
One of the conundrums facing sales reps is whether to contact prospects and customers via the phone or email. While the obvious answer is to use both, what isn’t so apparent is that the correct answer isn’t necessarily tied to buyer preference – rather, there’s strong evidence that suggests timing..
I learned early on in my sales career the importance of an effective voicemail after leaving countless messages that didn’t receive a callback. The voicemail is your opportunity to touch base on a more personal level with a client. While the quantity of replies might be lower, the quality of..