Sales Performance Blog

Welcome to the Janek Performance Group blog page.

14 Nov 2018

Real-World Scenarios: The Key to Effective Sales Role-Playing

By: Justin Zappulla

While role-playing is an excellent tool for coaching and developing sales reps, specific parameters that more accurately replicate their real-life selling experience is needed to maximize the value of the experience. Not only does the role-play then become a teaching moment to improving sales reps’..

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06 Nov 2018

How to Maintain a Client Relationship After You've Won the Sale

By: Nick Kane

After a lot of hard work and effort, you or your team has landed the sale and revenue is coming in. But that doesn’t mean the sales process is over. In fact, a new phase begins – maintaining the relationship. Whether you’re a sales rep responsible for servicing the client after the deal or whether..

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29 Oct 2018

When You Should Promote a Sales Rep to Sales Manager

By: Nick Kane

Last time, we discussed why, contrary to popular belief, top sales reps can at times, make not so great sales managers. Which naturally raises the subsequent question, “When should we make a sales rep a manager?”. That you’re asking this question is smart policy – after all, internal promotions can..

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24 Oct 2018

Overcoming Nightmare Sales Scenarios

By: Nick Kane

At its best, sales is a wonderful, exciting profession with a thrilling chase for closes, supporting clients in achieving their objectives and being able to meet a variety of people in all kinds of locations. At its worst, sales is an exercise in frustration, and the kind of losses that can wound..

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19 Oct 2018

When You Shouldn't Promote a Top Sales Rep to Sales Manager

By: Nick Kane

If finding star sales reps seems difficult, finding stellar sales managers can be even more challenging. Many companies engage in short-sighted thinking, promoting top reps to manager roles under the misguided notion that their success will automatically translate into more of the same in their new..

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17 Oct 2018

Why Sales Managers Also Need Sales Training

By: Nick Kane

There’s been increasing attention given to the need to train sales reps in a business environment that features customers who are far more informed than ever before. This is certainly true. And yet, lost in that emphasis and focus is the other crucial element – the need to train sales managers in..

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12 Oct 2018

How to Overcome Sales' Elephant in the Room: Customer Cynicism

By: Nick Kane

One of the side effects of today’s more informed buyer is an increase in customer cynicism – even to the point where they’ll, at times, reject purchases that are to their benefit. Therefore, sales reps need to be aware of this built-in skepticism and work to overcome it.

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01 Oct 2018

Motivate the Middle Tier of Your Sales Team to Maximize Sales Revenues

By: Nick Kane

Although the 80/20 rule was first popularized in the business world by Richard Koch’s 1997 book, The 80/20 Principle, the concept itself was devised a hundred years earlier (1896) by Italian economist and sociologist Vilfredo Pareto at the University of Lausanne in his work, Cours d’economie..

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24 Sep 2018

How Sales Teams Can Help Stop Revenue Leakage

By: Nick Kane

Revenue leakage, or the loss of income from customers spending less than expected over the lifetime of the relationship, is a subtle but significant negative influence on gross income, with most studies showing a 1 to 5% decrease in gross income due to revenue leakage. It’s a problem that falls..

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18 Sep 2018

Neuroscience in Sales: How a Positive Attitude Can Improve Your Performance

By: Nick Kane

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..

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