Sales Performance Blog

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13 May 2019

Job Sims and Assessments are Sales Hiring Wins for Employers and Candidates

By: Nick Kane

The NFL Draft has, by the time of this publication, come and gone. Equal parts art and science, the league’s rookie dispersal of college players reminds us a lot of the hiring process in sales. In football, you have things like college games, all-star games, the combine, interviews, and various..

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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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11 May 2018

How To Use Role-Playing To Drive Sales Success

By: Nick Kane

One of the most overlooked and underutilized sales training and coaching tools is sales role-playing. However, just over 20% of sales teams utilize role-playing, despite its effectiveness in improving sales results, In fact, in one case study, daily role-playing exercises took two radio stations..

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13 Feb 2018

How to Ensure That Sales Training Pays Off

By: Nick Kane

It’s common practice for sales organizations to earmark significant budget dollars for sales training. It’s an ongoing operating expense, and a necessity for a healthy company. But in order for a training program to be effective over the long term, it needs to be thoughtfully and carefully planned..

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31 Oct 2017

How to Develop and Sharpen Your Business Acumen for Sales

By: Justin Zappulla

In last week’s post, we explained why possessing business acumen is a critical tool for successful consultative selling, especially for salespeople who want to be more than just order takers. In today’s post, we want to dig deeper and discuss specifics on how to develop and refine this attribute.

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07 Aug 2017

Onboarding Sales Talent The Right Way: HR and Training's Perspective

By: Nick Kane

Effective onboarding of new employees should be a part of the overall business strategy for every company. It’s a challenging and crucial process that requires a lot of effort, thought and meticulous evaluation.

A well-designed onboarding strategy will reduce turnover and drive the right selling..

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10 Aug 2016

What Sales Professionals Have in Common With Olympic Athletes

By: Nick Kane

Olympic fever has taken hold of the world. Once again we sit on couches with snacks watching elite athletes do seemingly impossible feats during a variety of events. Don’t ask us what the point of synchronized diving is, but we can tell you that there are parallels that salespeople can draw between..

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14 Jun 2016

5 Lessons Sales Professionals Can Learn From Muhammad Ali

By: Nick Kane

Recently we experienced the passing of a legend, Mohammad Ali. He called himself “The Greatest,” and everyone agreed. Ali was widely revered as one of the best athletes of all time. He inspired millions—not just in the ring, but through his confidence, his bravery and his ability to start over..

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12 Aug 2015

What Effective Sales Role Playing Looks Like

By: Nick Kane

There’s value in rehearsal. In sales, that’s called role playing, and facilitating role playing needs to be in the wheelhouse of every serious sales coach. It’s a learning tool that should be used often to sharpen skills like active listening, cold calling, presenting, negotiating, and pretty much..

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12 Feb 2014

Sales Planning – First Impressions are Key

By: Justin Zappulla

Let’s say it’s a week before your first meeting with a new client. This is the time when proper sales planning is critical. As a result, many sales professionals spend this crucial lead-up time on activities like the following:

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