Like staring up from the base of a mountain and imagining the peak of it, sales leaders set quotas they want their reps to reach. However, in some cases, they aim too high and above a doable target, and what results is that they don’t just get the numbers wrong, they can cause serious harm to the..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Most athletes would agree that training produces better results with a good coach at the helm. An expert neutral outsider can spot missteps and provide motivation to enable top-flight results. New England Patriots quarterback Tom Brady, who has won five Super Bowl rings, for example, credits coach..
Here's a question for you—Which trait is more important for a sales professional to master, persistence or patience? Let's put it another way, is it more important to have the drive to do whatever it takes and keep going, regardless of the roadblocks you face or is it more important to sense when..
As a sales professional, you know that an important part of advancing your opportunities is a successful sales presentation. The last thing you want to do is rush through a presentation, read off the slides, and hope that the message "sticks" with your prospects. A great sales presentation should..
It’s common practice for sales organizations to earmark significant budget dollars for sales training. It’s an ongoing operating expense, and a necessity for a healthy company. But in order for a training program to be effective over the long term, it needs to be thoughtfully and carefully planned..
As a sales training organization, we often encounter clients that sell in a more technical environment and ask us a consistent question… Should they hire sales professionals with sales experience and teach them the technical ins and outs of their products; or should they hire technical experts and..
We all know that the sales world is competitive. Those who get ahead are the ones that have a competitive fire and are willing to fight for the sale. So, what better way to promote comradery, productivity, and increase sales effectiveness than a little friendly competition?
Let’s face it. For about ninety-nine percent of sales professionals in America, the ability to sell – and to sell well – does not come naturally, especially in today’s marketplace. It takes hard work, dedication and a commitment to honing the craft.
In our last post on the sales discovery process, we focused on the importance of asking your customers the right open-ended questions. The goal of asking strategic questions is to have customers clue you into their challenges and goals as part of a natural, two-way conversation. Questioning also..
The discovery phase of the sales process is considered crucial by many top sales professionals. The importance of this phase should not be underestimated; in discovery, you gather information for the purpose of closing the sale and set the tone for your entire relationship with your customer.