Sales Performance Blog

Welcome to the Janek Performance Group blog page.

16 May 2018

Click Here to Improve Your Email Open Rates

By: Justin Zappulla

We in the sales world and our marketing cousins are always trying to better our email open rates. It’s a tough thing to do, especially these days when people are bombarded constantly with messages - 105 billion emails are sent every day!. Add in filtering systems like Gmail’s Social and Promotions..

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15 May 2018

Getting Past the Gatekeeper: An Advanced Study

By: Justin Zappulla

One of our earliest blogs looked at dealing with gatekeepers, and there have been requests for more details and tips for how to handle the barrier to decision-makers, so we thought now would be the perfect time to revisit the topic. Here are some advanced strategies to consider. Keep in mind,..

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11 May 2018

How To Use Role-Playing To Drive Sales Success

By: Nick Kane

One of the most overlooked and underutilized sales training and coaching tools is sales role-playing. However, just over 20% of sales teams utilize role-playing, despite its effectiveness in improving sales results, In fact, in one case study, daily role-playing exercises took two radio stations..

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01 May 2018

Helping Sales Reps Recover From a Confidence Crash

By: Nick Kane

We all go through it – whether we’re a world-class athlete or a top-performing sales rep, invariably we’ll hit a slump. Heck, even Michael Jordan (arguably the greatest athlete of all time) went 29-of-74 (39 percent) shooting over three games in his 1992 season. Sometimes it’s a matter of just..

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30 Apr 2018

4 Important Next Level Business Writing Tips

By: Nick Kane

Sales professionals, as a general rule of thumb, tend to rely on their ability to talk to and read people. It’s why face-to-face and phone communication are still the best ways of furthering the sales process. But even given the primacy of oral communications in the sales world, writing is equally..

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11 Apr 2018

At What Point Are Salespeople Too Service Oriented?

By: Nick Kane

Recently, I visited a local pool supply store to gather some materials to get our pool ready for the upcoming Las Vegas summer. When you visit the pool supply store, you typically bring a water sample to have it analyzed. Doing so gives you a head start on the chemicals required to break your pool..

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04 Apr 2018

5 Tips to Boost the CRM Adoption Rate Within Your Sales Organization

By: Justin Zappulla

Many sales professionals still view CRM systems (short for Customer Relationship Management) as an administrative chore or simply as a newer means to the same end. This negative view is cultivated in the minds of many sales professionals often due to poor implementation and a lack of value..

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14 Mar 2018

The Sales Leader’s Guide to Setting Realistic Quotas

By: Justin Zappulla

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..

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07 Mar 2018

4 Solutions For Sales Reps Who Resist Coaching

By: Nick Kane

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..

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27 Feb 2018

The Yin and Yang of Sales

By: Nick Kane

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..

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