Sales Performance Blog

Welcome to the Janek Performance Group blog page.

12 Jul 2018

Six Keys to Manage Your Sales Territory More Effectively

By: Justin Zappulla

You’ve just been awarded a sales territory by your sales leadership team. Now it’s up to you to properly nurture and grow that area to drive sales. In tandem with our most recent white paper on Developing an Effective Sales Territory Model, we want to share some best practices that help you..

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09 Jul 2018

When is it Time to Cut Ties with an Underperforming Sales Rep?

By: Nick Kane

Letting someone go is one of the worst parts of being a manager. It’s never a pleasant experience, but sometimes it’s necessary for the good of your organization, and, paradoxically enough, the sales rep you’re letting go. Knowing how and when to fire someone is also a key skillset to learn – yet ..

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20 Jun 2018

Sales Lessons from Iceland’s Unexpected World Cup Appearance

By: Justin Zappulla

Iceland is a tiny island nation about the size of Tampa Bay, Florida in terms of population (just over 330,000). Yet, they accomplished the remarkable in not only qualifying for the 2018 World Cup for the first time in history, but drew Argentina, one of the tournament favorites, 1-1 in the opener...

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19 Jun 2018

Choosing the Right CRM for Your Business

By: Nick Kane

It’s amazing how fast CRM software has exploded as a part of the selling scene and overall strategies within sales organizations. In the last decade, CRMs (which began in the 1980s) have boomed, and now, 74% of businesses use a CRM, as opposed to 56% a year ago.

Much of that growth has come from..

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12 Jun 2018

President’s Club or Short Sales Contests: Which Is Best?

By: Nick Kane

President’s Club. STAR Club. Summit. The 100% Club. The Winner’s Circle. The Chairman’s Circle. It goes by many different names, but it all denotes one thing – the best of the best; the top annual sales performers in your organization. It conjures up visions of fat bonuses, expensive and luxurious..

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23 May 2018

Transitioning from Outside Sales to Inside Sales

By: Nick Kane

We’ve had something of a mini-series on outside sales lately – from talking about the transformation of field sales to offering productivity tips for on the road. Today we’ll be talking about how to transition from outside sales to inside sales. We raise this topic because we have seen this as a..

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07 May 2018

The Unrealized Value of Introverted Sales Reps

By: Justin Zappulla

When most people think of a sales rep, they envision an enthusiastic, energetic whirlwind of an extrovert, full of charm and conversation. And while it’s true that many sales professionals are extroverted, there’s also a surprising number of introverts among the ranks. What’s even more stunning –..

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02 May 2018

The Transformation of Field Sales

By: Justin Zappulla

In the pre-Internet age, field sales was the primary means by which sales reps not only gained new accounts, but the venue through which customers gained most of their information about products and services. That’s obviously changed since then, and the outside sales reps of today face challenges..

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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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25 Apr 2018

Are Your Sales Reps in Their Best Roles?

By: Justin Zappulla

The NFL draft takes place this weekend, and a lot of the discussion and analysis you’ll hear about the players as they’re picked is whether not they have a proper role and fit within their new team’s system. It’s something that has an underutilized but critical parallel in sales. Although we talk a..

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