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..
Sales Performance Blog
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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’..
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..
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..
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.
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..
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..
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..
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..