Janek Performance Group | Insights
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We're committed to supporting sales professionals by providing them with the sales performance resources they need to continually excel. The Janek Performance Blog provides expert advice, best practices and sales training enablement content for sales professionals.
Janek Performance Group | Insights
1d ago
In sales, a business development strategy is central to understanding and engaging with your customers. Among the myriad of tools and strategies available, one aspect stands out: buyer personas. Crafting detailed buyer personas allows organizations to humanize their target audience. This gains insights into their needs and preferences. Thus, they can tailor their marketing and sales efforts accordingly.
Recently, we hosted the webinar Turbocharging Business Development Strategies. There, we introduced the importance of buyer personas. Here, we’ll go a step further and show how to utilize them ..read more
Janek Performance Group | Insights
1w ago
In B2B sales, success is often the result of strategic planning, deep customer understanding, and execution. While these factors are crucial, there exists another, less tangible, yet equally influential element: the Pygmalion Effect.
A self-fulfilling prophecy, it refers to the phenomenon where higher expectations lead to increased performance. Its opposite is the Golem Effect, in which lower expectations result in decreased performance.
The term has since become synonymous with unrecognized potential. As such, it’s influential in psychology and business. Here, we’ll examine the intricacies of ..read more
Janek Performance Group | Insights
2w ago
Sales executives and sales managers would agree that their sales teams need ongoing training, coaching and support to get to the top of the game and stay there. Even the most experienced, driven and efficient sales professionals should constantly upgrade their skills and keep abreast of new sales trends and emerging technologies.
In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies. Those who appreciate the value of education stand a better chance of maximizing their potential and optimizing results.
Eff ..read more
Janek Performance Group | Insights
2w ago
Effectively onboarding new salespeople can be a daunting task. Many companies tend to underestimate the importance of guidance, training, and support for their new hires, and that tends to be detrimental. Many sales professionals often don’t receive the crucial tools needed for success right away. This may end up contributing to a lack of direction and belonging many sales professionals experience, and ultimately may negatively impact performance.
You can avoid such a scenario by developing an onboarding strategy that effectively enables new employees to adjust faster. Many sales managers oper ..read more
Janek Performance Group | Insights
2w ago
Sales training is one of the most significant investments an organization can make in their sales team. In fact, research cited by taskdrive.com shows sales training has an average return on investment of 353 percent. In 2023, on average, Janek clients realized a 1188 percent return on their training investment.
From this, the benefits are clear. However, with so many programs in a wide range of prices, choosing one can be daunting task.
As difficult as this decision can be, there are some essentials. When choosing a sales training partner, start small and work your way up. Incorporate only th ..read more
Janek Performance Group | Insights
3w ago
Once dominated by a homogeneous group, the selling profession is recognizing the value of diversity and inclusion (D&I). These concepts foster environments where individuals from all backgrounds can thrive. Further, these not only help shape the culture of sales teams but also the outcomes they achieve.
In a LinkedIn/Forrester study, 60 percent said their sales team’s diversity contributed to their success. And organizations in the top quartile for gender diversity are 25 percent more likely to perform better. For ethnic diversity, this number jumps to 36 percent.
However, Gartner research ..read more
Janek Performance Group | Insights
3w ago
Business development is a central component of selling. It allows sales organizations to outpace the competition, boost new business, and grow existing accounts. It is also instrumental in helping sellers hit quota and achieve better sales results.
Today, the changing sales environment presents many challenges in how organizations develop new business. Top concerns include improving lead generation, conversion rates, and market awareness. In addition, organizations must better align sales and marketing, build stronger relationships, and maximize technology, including AI.
Recently, Janek Perfor ..read more
Janek Performance Group | Insights
1M ago
From sales rep to managers to the C-suite, leaders embrace responsibility. Just as sales reps are responsible for their accounts, sales leaders assume all responsibility for their organizations. Leadership may start at the top, but it extends through your people and their processes. This includes forecasting, KPIs, and the bottom line. Our recent blog Sales Trends to Watch in 2024 examined what sales organizations should prepare for. Now, let’s explore how sales leaders can best enable their people and processes this year:
AI and Data-Driven Decision Making
For decision making, sales leaders h ..read more
Janek Performance Group | Insights
1M ago
In movies, sales is the ideal career for anyone who would rather play golf. However, Forbes notes 90 percent of Fortune 500 CEOs play golf. Also, CEOs who regularly play golf earn 17 percent more. Most of all, however, 80 percent of executives say playing golf establishes business relationships.
Perhaps therein lies the connection. Afterall, sales and golf have much in common. The more you practice, the more there is to learn. And like golf, salespeople keep score and track metrics and KPIs.
But most importantly, sales is about relationships. And a round of golf is the perfect environmen ..read more
Janek Performance Group | Insights
1M ago
Selling, like sports, is a very competitive environment. There are times we are winning, and other times we’re behind on the scoreboard. To help keep the right mindset, here are 10 top quotes from championship coaches you can use to keep your head in the game.
The post 10 Quotes Sales Reps Can Reap Benefits From first appeared on Janek Performance Group ..read more