Sales Performance Blog

Welcome to the Janek Performance Group blog page.

09 Jul 2018

When is it Time to Cut Ties with an Underperforming Sales Rep?

By: Nick Kane

Letting someone go is one of the worst parts of being a manager. It’s never a pleasant experience, but sometimes it’s necessary for the good of your organization, and, paradoxically enough, the sales rep you’re letting go. Knowing how and when to fire someone is also a key skillset to learn – yet ..

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12 Jun 2018

President’s Club or Short Sales Contests: Which Is Best?

By: Nick Kane

President’s Club. STAR Club. Summit. The 100% Club. The Winner’s Circle. The Chairman’s Circle. It goes by many different names, but it all denotes one thing – the best of the best; the top annual sales performers in your organization. It conjures up visions of fat bonuses, expensive and luxurious..

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09 May 2018

How to be a More Effective Sales Coach in the Retail Sector

By: Nick Kane

In recent years, numerous alarm bells have sounded and obituaries have been written in the media and elsewhere about the death of brick and mortar retail, a decline heralded by the explosion of online sales via monolithic giants such as Amazon. But the reality is far different from these..

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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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01 May 2018

Helping Sales Reps Recover From a Confidence Crash

By: Nick Kane

We all go through it – whether we’re a world-class athlete or a top-performing sales rep, invariably we’ll hit a slump. Heck, even Michael Jordan (arguably the greatest athlete of all time) went 29-of-74 (39 percent) shooting over three games in his 1992 season. Sometimes it’s a matter of just..

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25 Apr 2018

Are Your Sales Reps in Their Best Roles?

By: Justin Zappulla

The NFL draft takes place this weekend, and a lot of the discussion and analysis you’ll hear about the players as they’re picked is whether not they have a proper role and fit within their new team’s system. It’s something that has an underutilized but critical parallel in sales. Although we talk a..

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07 Mar 2018

4 Solutions For Sales Reps Who Resist Coaching

By: Nick Kane

Most athletes would agree that training produces better results with a good coach at the helm. An expert neutral outsider can spot missteps and provide motivation to enable top-flight results. New England Patriots quarterback Tom Brady, who has won five Super Bowl rings, for example, credits coach..

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07 Feb 2018

Hiring New Sales Staff: 5 Common Mistakes (and Simple Solutions)

By: Justin Zappulla

If you're finding it difficult and expensive to hire great salespeople for your organization, you're not alone. A tight labor market, featuring a low unemployment rate of 4.1% as of January 2018, means it's more challenging than ever to find great talent. It's more expensive, too. According to a..

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10 Jan 2018

How to Effectively Run a Sales Contest to Motivate Your Sales Team

By: Justin Zappulla

We all know that the sales world is competitive. Those who get ahead are the ones that have a competitive fire and are willing to fight for the sale. So, what better way to promote comradery, productivity, and increase sales effectiveness than a little friendly competition?

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18 Oct 2017

4 Strategies to Curb Sales Rep Turnover

By: Justin Zappulla

Sales rep retention remains a top priority for many sales organizations. Considering the sheer amount of resources it takes to onboard new talent, in terms of both cost and time, coupled with lost productivity, it makes perfect sense why. A high turnover can also have a negative impact on team..

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