One of the most turbulent times a company can go through is a merger or acquisition. Anxiety ripples throughout stakeholders who wonder what the post-world will look like, and competitors circle overhead, ready to snatch away clients and talent. We’ve discussed this previously, but wanted to expand..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
A tricky question for many businesses – especially start-ups – is what price to charge for a given product or service. It’s even more complicated when you consider that within a given industry, there’s liable to be such a wide range that it’s difficult to pin down your price point. So, let’s take a..
Although inside sales teams are becoming increasingly popular - to the point where most experts expect parity with field sales reps usage in the near future - outside sales is still a critical component of many organizations’ selling strategies. To be successful in managing external reps, you’ll..
“It’s not about the salary/it’s all about reality”
This couplet, first appearing in 1988 – in N.W.A.’s “Gangsta, Gangsta” and KRS-One’s “My Philosophy” – and revived in 2005 in Fort Minor’s “Remember the Name”, serves as the inspiration to today’s blog post. Too often, sales professionals can get..
Some people in sales fail to understand the interrelationship between engagement and productivity. Or they aren’t aware that just because someone is productive doesn’t mean they’re engaged and vice versa. Consequently, this primer explaining these things and how you can improve both engagement and..
A common issue among many sales organizations is the lack of a formal sales process. While it’s possible to improve a sales organization without having a universally followed sales process, there’s a limit to how much they can progress. To get the maximum benefit out of other methods, a business..
One thing many of our customers encounter is the dilemma of not knowing when and how to walk away from a deal that isn’t right for them. There are countless reasons why this scenario might arise – the trick is not only being able to diagnose when these circumstances are happening but exiting in..
If there’s one thing that just about everyone would be happy with, it’s earning more money. Frequently, that comes in the form of raises. But for sales reps, managers can simply say, “Just sell more”. So the question when you work in sales becomes how do you ask for and get a raise? In this post,..
If you’re a sales manager these days, there’s a good chance you’ve faced the problem of having young, inexperienced sales reps who don’t have the background or training to succeed in their new career without help. They might need more direction than you’re used to giving your direct reports and it..
In this interview with Selling Power, Janek Managing Partner Nick Kane discusses the onboarding process, highlighting key areas that are stumbling blocks for organizations trying to put together an effective onboarding program. He also emphasizes the difference between those companies that have a..