Sales Performance Blog

Welcome to the Janek Performance Group blog page.

20 Feb 2019

How to Train Your Young, Inexperienced Sales Force

By: Justin Zappulla

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..

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29 Jan 2019

Video: What You Really Need to Know About Onboarding Salespeople

By: Janek Performance Group

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..

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22 Jan 2019

Don’t Let Your Sale Become a Victim of Commoditization

By: Nick Kane

Even in today’s value-driven sales environment, price sensitivity remains a constant priority for most buyers. Many companies and advertisers are often competing in a race to the bottom, with constant reminders that they are offering the lowest prices - or that they are willing to match prices from..

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21 Jan 2019

Video: The Advantages of Microlearning in Sales Training

By: Janek Performance Group

Microlearning has gained much greater currency in the last few years in sales training. In this interview with Selling Power, Janek Managing Partner Justin Zappulla examines microlearning from the perspective of both frontline sales reps and sales managers. He also discusses the importance of..

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09 Jan 2019

How Millennial Managers Can Lead Older Sales Reps

By: Nick Kane

There’s a lot of conversation about how to work with millennial sales reps who have different ways of learning and value systems than previous generations (including one of our own posts). But what hasn’t been discussed is the mirror opposite – when millennial managers find themselves in the..

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31 Dec 2018

5 Ways to Start the Year Right With a Dynamic Sales Kickoff Event

By: Nick Kane

The New Year is looming, the page set to turn to 2019. With it comes the annual Sales Kickoff for many organizations, who are taking advantage of the new calendar year to generate excitement, create a sense of a fresh start, and typically introduce new information and training heading in to the new..

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26 Dec 2018

The Year in Review: Our 5 Most Popular Sales Blog Posts of 2018

By: Justin Zappulla

2018 marked a banner year for our blog here at Janek Performance Group. More of you visited than ever before and we’re happy you checked us out. In late April, we changed our posting schedule from once a week to 2-3 times a week to provide you more information and insights more often. Here are our..

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21 Dec 2018

The Do's and Don'ts of Designing a Sales Compensation Plan

By: Justin Zappulla

Figuring out your company’s sales compensation plan can simultaneously be one of the biggest headaches and one of the most important aspects of your sales organization. Which model you choose and how you design it will have far-reaching consequences for your entire organization. A poor plan will..

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19 Dec 2018

Revenue Operations: How Sales’ Newest Innovation Helps Your Organization

By: Nick Kane

One of the newest trends I have seen arise in the sales world over the last few years is the creation of a team within organizations called Revenue Operations. Often abbreviated as RevOps, it isn’t just another buzzword for sales operations. Rather, it’s a whole new department that serves as the..

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14 Dec 2018

Why Sales Managers Need to Look at More Than the Numbers

By: Nick Kane

From professional sports to retail marketing research, our society is one increasingly driven by data. Numbers and analytics through data mining and mass market research can project when someone is likely to buy a car or seek various types of insurance. From a sales team management perspective,..

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