Sales Performance Blog

Welcome to the Janek Performance Group blog page.

05 Mar 2019

The Sales Rep's Guide to Getting a Raise

By: Nick Kane

If there’s one thing that just about everyone would be happy with, it’s earning more money. Frequently, that comes in the form of raises. But for sales reps, managers can simply say, “Just sell more”. So the question when you work in sales becomes how do you ask for and get a raise? In this post,..

Read More
20 Feb 2019

How to Train Your Young, Inexperienced Sales Force

By: Justin Zappulla

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..

Read More
29 Jan 2019

Video: What You Really Need to Know About Onboarding Salespeople

By: Janek Performance Group

In this interview with Selling Power, Janek Managing Partner Nick Kane discusses the onboarding process, highlighting key areas that are stumbling blocks for organizations trying to put together an effective onboarding program. He also emphasizes the difference between those companies that have a..

Read More
21 Jan 2019

Video: The Advantages of Microlearning in Sales Training

By: Janek Performance Group

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..

Read More
26 Dec 2018

The Year in Review: Our 5 Most Popular Sales Blog Posts of 2018

By: Justin Zappulla

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..

Read More
14 Dec 2018

Why Sales Managers Need to Look at More Than the Numbers

By: Nick Kane

From professional sports to retail marketing research, our society is one increasingly driven by data. Numbers and analytics through data mining and mass market research can project when someone is likely to buy a car or seek various types of insurance. From a sales team management perspective,..

Read More
29 Oct 2018

When You Should Promote a Sales Rep to Sales Manager

By: Nick Kane

Last time, we discussed why, contrary to popular belief, top sales reps can at times, make not so great sales managers. Which naturally raises the subsequent question, “When should we make a sales rep a manager?”. That you’re asking this question is smart policy – after all, internal promotions can..

Read More
19 Oct 2018

When You Shouldn't Promote a Top Sales Rep to Sales Manager

By: Nick Kane

If finding star sales reps seems difficult, finding stellar sales managers can be even more challenging. Many companies engage in short-sighted thinking, promoting top reps to manager roles under the misguided notion that their success will automatically translate into more of the same in their new..

Read More
02 Oct 2018

How Paying Attention to Sales Types Results in Better Hiring Decisions and Job Hunt Success

By: Nick Kane

It’s a common complaint – there just aren’t enough good sales reps out there. Or so hiring managers, business owners, and HR departments think. Conversely, even in an economy that’s allegedly strong, there’s still a lot of people struggling to find work, especially the long-term unemployed. One of..

Read More
08 Aug 2018

5 Tips To Win Over Sales Reps Who Don’t Want To Be Coached

By: Nick Kane

As a sales training and consulting company, we’ve seen numerous instances of sales reps who fight coaching. Whether they’re tenured, proven reps or simply don’t see the need to change, they shut down when the sales manager tries to coach them. It’s a tricky situation, but it’s one that can be..

Read More

Contact Us


Subscribe

Subscribe by RSS

by RSS

– or –