Sales Performance Blog

Welcome to the Janek Performance Group blog page.

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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05 Dec 2018

How to Make Your Sales Meetings Valuable to Attendees

By: Nick Kane

Humorist Dave Berry once remarked in a column, “If you had to identify, in one word, the reason why the human race has not achieved, and never will achieve, its full potential, that word would be "meetings." It’s a cynicism that you’ll often hear repeated in TV shows and around the office water..

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04 Dec 2018

Collaboration Can Improve Your Sales Results

By: Nick Kane

The image of the lone sales rep trekking across the country, selling products and services, might still come to mind and exist, but more and more, we’re seeing an emphasis on remote sales, synergy and alignment between sales and marketing, and other shifts that involve multiple people working..

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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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