Sales Performance Blog

Welcome to the Janek Performance Group blog page.

13 Sep 2018

Why Sales Training Reinforcement is Critical for Your Organization

By: Nick Kane

The Ebbinghaus Forgetting Curve states that we forget 40% of new information 24 hours after we learn it - a key factor in why sales training reinforcement is important. ATD affirms the vital role reinforcement plays, estimating the entirety of sales training can be forgotten in as little as three..

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05 Sep 2018

Sales Strategy: Using Gamification to Reinforce Training and Change Selling Behaviors

By: Nick Kane

When sales managers think of using gamification in sales, they often default to sales contests. While those are certainly competitions with prizes for wins, we consider contests to be separate from gamification. In our view, the term refers to the use of games to: 1) drive more sales, 2) cement..

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01 Aug 2018

Why Sales Professionals Should Step Into their Buyer’s Shoes

By: Nick Kane

One of the core tenets of our philosophy is that sales reps need to become Trusted Advisors. While we have a lot of ways of helping teams and organizations attain that status, an oft-forgotten entry point (particularly by veteran sales reps who have become accustomed to methods that usually work..

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04 Jun 2018

Sales Training and Sales Coaching: What’s the Difference?

By: Justin Zappulla

Sales training and sales coaching are two of the best ways to improve the sales performance of your team. But sometimes people aren’t really sure what the difference is, or even if there is one. As it turns out, they are in fact two entirely separate things - dealing with different areas,..

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31 May 2018

The Sales Training and Coaching Podcast: Designing Training to Engage Senior Reps

By: Janek Performance Group

Janek Performance Group Managing Partner Nick Kane appeared on the Sales Training and Coaching podcast to discuss how to design sales training to engage senior sales reps. Topics covered in the interview include why veteran sales reps are sometimes resistant to sales training, how to overcome that..

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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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07 May 2018

The Unrealized Value of Introverted Sales Reps

By: Justin Zappulla

When most people think of a sales rep, they envision an enthusiastic, energetic whirlwind of an extrovert, full of charm and conversation. And while it’s true that many sales professionals are extroverted, there’s also a surprising number of introverts among the ranks. What’s even more stunning –..

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11 Apr 2018

At What Point Are Salespeople Too Service Oriented?

By: Nick Kane

Recently, I visited a local pool supply store to gather some materials to get our pool ready for the upcoming Las Vegas summer. When you visit the pool supply store, you typically bring a water sample to have it analyzed. Doing so gives you a head start on the chemicals required to break your pool..

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20 Mar 2018

The Challenges of Selling to the Informed Customer

By: Justin Zappulla

It’s no secret that today’s buyers are much better informed than their counterparts just 5 or 10 years ago. Today, information is a mouse click away on the Internet and in fact, a study by Accenture revealed that a staggering 94% of B2B buyers conduct some sort of online research before making a..

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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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