One of the most significant shifts to occur in sales training over the past few years has been to train via multiple delivery methods, rather than just one. In this video interview with Selling Power, Janek Managing Partner Nick Kane discusses that change, how it creates more effective behavioral..
Sales Performance Blog
Welcome to the Janek Performance Group blog page.
Some people in sales fail to understand the interrelationship between engagement and productivity. Or they aren’t aware that just because someone is productive doesn’t mean they’re engaged and vice versa. Consequently, this primer explaining these things and how you can improve both engagement and..
In an ideal world, sales training would involve learners of roughly the same level of experience and knowledge. The reality, as literally anyone involved in education can tell you, is often the complete opposite. Thus, the thorny problem – how to customize sales training so that it benefits..
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..
One of the realities of our global, digital sales world is that buyers have more options and easier access to those wider choices than ever before. What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery,..
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..
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..
Imagine the following: Your most important client is also your most demanding – a conundrum most sales professionals have faced at one point in their careers. Luckily, there’s ways of dealing with such a challenging situation -- methods that not only neutralize the issues but can actually create..
While most people who don’t work in sales think it’s the best product (whether in quality or price) that wins out in a selling situation, that’s often not the case. In fact, in more than a few cases, the deciding factor has less to do with just the solution itself. It’s the relationship the sales..
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..