Janek Performance Group

JANUARY 17, 2023

“You don’t understand what it’s like to sell building material supplies in this market,” a sales rep recently grumbled. ” the sales rep said. Whether you are selling lumber, shingles, or wire, this article explores how building material sales reps can improve their sales performance.

Hiring 62

Hiring Construction Exercises Face-to-face 62

Janek Performance Group

OCTOBER 18, 2022

“If my other sales reps would just sell half as well as my top sales rep, we’d quadruple revenue in 12 months,” said a wishful thinking VP of Sales. The sales leader is blaming the poor performance on the individual sales reps, and not the system which they are using. But the logic is flawed.

Hiring 62

Hiring Sports System Scale 62

Janek Performance Group

MARCH 12, 2024

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. In a fiercely-competitive market, your sales reps should challenge themselves to learn more, achieve greater results and embrace new strategies.

Outsourcing Services 62

Outsourcing Services Training Hiring Workbooks 62

No More Cold Calling

DECEMBER 9, 2014

Sales organizations need to engage the next generation of rainmakers. They don’t have to learn how to use it. ” and makes the case for why younger reps can be great at inside sales. So what does this mean for sales organizations and sales managers ? They implicitly embrace the idea of sharing.

Hiring 285

Hiring Fashion Small Business Small Business 285

Mindtickle

APRIL 9, 2024

In the past, most B2B sales were conducted face-to-face – perhaps in a prospect’s conference room or at a golf course. Many deals are closed today without the buyer and seller meeting face-to-face, a practice known as inside sales. The shift to remote sales accelerated during the pandemic. How is it different from outside sales?

Inside Sales 52

Inside Sales Face-to-face Hiring Outside Sales 52

No More Cold Calling

FEBRUARY 6, 2014

Does your sales team know how to have a business conversation? You’d be surprised who IT firms are now hiring for sales and consulting positions—people with hospitality and restaurant backgrounds. Because they know how to talk to people. They know how to give demos and deliver their standard (boring) pitches.

Closing 251

Closing Hiring Referrals Small Business 251

Showpad

JULY 18, 2022

For a long time sales teams were like ballet troops: Dominated by a handful of naturally talented superstars, who took center stage and nailed every performance. Here’s how to give all your sales reps a boost through tailored coaching, high-quality content, and a smoother collaboration process.

Quota 52

Quota Hiring Scale Coaching 52

Gong.io

OCTOBER 19, 2021

For a long time, sales leaders thought that the way to give sales teams a leg up was to help them target the right buyers in the right ways. But if you thought that gifted reps and some targeted marketing would get your team to the top, pull up a chair. Sales Enablement is about to become your priority (if it isn’t already).

Sales Enablement 164

Sales Enablement Tools Top of Funnel Hiring 164

The Pipeline

AUGUST 12, 2013

Sales like any other craft takes practice, evaluation, more practice, repeated coaching, and just when we think we have it down, we need to practice some more; and then things change, which means we get to practice some more. Consider that in North America, there is an average 1,760 hours of active sales time.

Hiring 305

Hiring Sales Qualified Lead Quota Sports 305

Janek Performance Group

MAY 2, 2023

One lesson of COVID was how fast things change. In an instant, sales organizations saw their operations and teams rendered dramatically less productive. At the same time, organizations struggled to support yesterday’s reps with today’s problems. It motivates and boosts confidence, giving reps the tools to succeed.

Hiring 62

Hiring Negotiation Decision Maker Coaching 62

Gong.io

JANUARY 25, 2019

Making a great hire comes down to the interview questions you ask your sales candidates. And so many sales leaders get them wrong. They stick with generic , run-of-the-mill questions such as “Why should I hire you?”. These interview questions are useless in qualifying a candidate’s sales potential. Miscellaneous.

Hiring 80

Hiring Call-back Sales Cycle Quota 80

Highspot

JULY 18, 2023

When you’re planning how you’ll build a successful sales strategy, it’s important to know where you’re starting from and where you want to end up. It’s essential that you clearly map out every step your sales team needs to take between the onset of a sales training program and its completion.

Training 52

Training Hiring Scale Exercises 52

No More Cold Calling

AUGUST 18, 2015

Max was her top sales rep—the one with the best customer relationships, the most closed business, and the largest pipeline. She did her best to smooth the way through internal politics, and she supported him on executive sales calls if he asked. Maybe she didn’t know how to coach such a stellar sales rep.

Hiring 120

Hiring Scale Cold Calling Compensation 120

Steven Rosen

OCTOBER 22, 2011

This year was tough; next year’s sales prospects look even tougher. Your boss comes to you and says how can you sustain the sales force? Hire only top sales reps. Here are a couple of questions I would ask: Are your sales reps making a difference? Do your sales reps make impact on each call?

Hiring 179

Hiring Remedy Incentives Incentive 179

SBI Growth

SEPTEMBER 24, 2012

This post is about how CEOs should invest in sales managers to improve revenue growth in 2013. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. As part of our annual Q3 Research Tour, SBI surveyed over 10,000 sales reps. Reps crave training from their managers.

Sales Management 267

Sales Management Hiring Comparison Quota 267

Score More Sales

MAY 3, 2013

It was an “aha” moment for me this week at the Boston Chapter meeting of the AA-ISP (American Association of Inside Sales Professionals). In addition to some other very interesting topics, I sat in a session about finding great salespeople and hiring them. They called it a Candidate Alignment Chart. Inside or Outside.

Company 226

Company Hiring Quota Inside Sales 226

Hubspot Sales

APRIL 6, 2020

Every sales team needs sales strategies, and a strong sales strategy plan builds the foundation for a cohesive, successful sales team and organization. Sales strategies also align salespeople on shared goals and empower them to do their best work — keeping them happy and successful, too.

Webinar Metrics 114

Webinar Metrics Strategy Hiring Hubspot 114

Janek Performance Group

DECEMBER 27, 2023

If we view customers as a shared resource, the application to sales is clear. Here are ways to enhance your customer’s experience and avoid the Tragedy of the Commons in sales: Culture A sales organization doesn’t become customer-centric by accident. You also need sales. And it’s not just sales managers and BDRs.

Hiring 62

Hiring Scale Survey Course 62

Janek Performance Group

AUGUST 1, 2022

In sales, most of us know what we need to do. When we believe these excuses, our sales results suffer. When we believe these excuses, our sales results suffer. In this article, we will discuss how we can neutralize those self-limiting emotions that hinder our sales results by developing self-discipline. .

Hiring 62

Hiring Follow-up Sales Sales Qualified Lead 62

Janek Performance Group

JUNE 24, 2022

What is your definition of sales? If you ask ten sales reps, that question will get you ten different answers. The dictionary defines sales as “the exchange of a commodity for money.” In the real-world, sales is a complex and competitive environment. In fact, sales as a profession is quite similar to sports.

Sports 62

Sports Hiring Coaching Quota 62

MEDDIC

SEPTEMBER 2, 2022

Sales coaching has become very popular in recent years, and it’s easy to see why. Studies have shown that companies with sales coaching programs boost their win rates by almost 30%. That rate jumps to over 40% with weekly 30-minute coaching sessions and more than 55% for reps who receive more than 2 hours of coaching per week.

Sales Coaching 52

Sales Coaching Coaching Hiring Ideal Customer Profile 52

Crunchbase

JUNE 21, 2022

There comes a time when every business needs to decide on its primary sales strategy, which usually means considering inside sales vs. outside sales, or settling on a blend between the two. It’s no shock that the sales industry landscape has changed considerably over the last couple of years. What is inside sales?

Outside Sales 97

Outside Sales Inside Sales Hiring Face-to-face 97

Gong.io

SEPTEMBER 29, 2022

But they’re not stopping there; they’re also leveraging sales AI to boost their bottom line. What exactly is sales AI? How does it work? How does it work? And how can you incorporate this technology into your sales process? . What is sales AI? Will sales AI replace sales reps?

Lead Rank 62

Lead Rank Lead Scoring Hiring Forecasting 62

Hubspot Sales

FEBRUARY 19, 2019

Sales management is one of the most difficult jobs out there. Your responsibilities span the organization -- along with the VP or director of sales, you're working with people in Product, Marketing, HR, and so on. Rallying reps to hit their quota is no easy task, especially when every team member is motivated by different things.

Sales Management 101

Sales Management Hiring Quota Policies 101

Growbots

MARCH 14, 2018

If you’re a top sales rep thinking about transitioning in the world of management by becoming a sales manager, congratulations! However, not every superstar sales rep makes a good manager so how do you know if you’re fit to make the switch? Does the success of others excite you?

Sales Management 73

Sales Management Hiring Motivation Face-to-face 73

Crunchbase

OCTOBER 14, 2020

Sales make the business world go ’round, but data is the gravity that holds everything together to be cohesive and coherent. A good sales analyst will be able to create accurate forecasts within a 2 percent margin of error. This level of accuracy is not mere chance or luck; it’s the result of taking a data-first approach to sales.

Data 122

Data Churn Hiring Forecasting 122

Pipeliner

SEPTEMBER 22, 2020

In dealing with people—something a sales manager certainly must do—the first thing you must admit is just how difficult it is to change people. It is extremely common for sales managers to dive in and attempt to strengthen sales rep weaknesses. For example, a rep is strong at bringing in leads but weak in closing.

Sales Management 98

Sales Management Hiring Commission Lead Nurturing 98

Allego

AUGUST 16, 2018

In a world where sales training professionals possess unlimited resources and total control over hiring, onboarding becomes a relic of the past. In this world, whenever an organization needs new reps, training and enablement professionals simply scan the globe to recruit veteran superstars with photographic memories.

Hiring 48

Hiring How To Guidelines Policies 48

Allego

AUGUST 16, 2018

In a world where sales training professionals possess unlimited resources and total control over hiring, onboarding becomes a relic of the past. In this world, whenever an organization needs new reps, training and enablement professionals simply scan the globe to recruit veteran superstars with photographic memories.

Hiring 48

Hiring How To Guidelines Policies 48

Janek Performance Group

MARCH 27, 2023

If there is one question sales leaders want the answer to it is: What’s the fastest way to improve sales performance? With other organizations, improving the sales process is the best way to drive significant sales improvement. An effective sales process is built back from a customer buying journey.

Sales Process 48

Sales Process Ideal Customer Profile Hiring Face-to-face 48

InsideSales.com

DECEMBER 4, 2019

In this post, you’ll learn how to use predictive analytics and big data to improve your team’s inside sales skills. Follow these sales best practices to improve your sales reps’ selling skills and turn regular salespeople into sales superstars. 7 Sales Best Practices. 7 Sales Best Practices.

Data 86

Data Hiring Analytics Top of Funnel 86

Close.io

OCTOBER 3, 2019

I’ve been doing the impossible task of hiring way above my "talent class" for over a decade, and it's one of the reasons why we could succeed with our sales platform in the hyper-competitive CRM space, where we're up against competitors with multi-billion dollar budgets. In fact, the type of person you want to hire should reject that.

Hiring 58

Hiring How To Cold Calling Follow-up 58

MJ Hoffman

JANUARY 23, 2019

Hiring is frequently top of mind at the beginning of the year. But how do you find the best talent? As a manager, you want to hire someone who will be the best fit, and hit their quota successfully. Step 1: Make It a Habit to Ask Your Best/Top Performing Reps for Recommendations & References To Friends.

Hiring 49

Hiring Sales Talent How To Industry 49

Gong.io

SEPTEMBER 11, 2019

Pipeline reviews happen at every sales org. The rep-to-sales-leader information dump is killing you. . The rep-to-sales-leader information dump is killing you. . Here’s the thing… you’ve got your smartest reps in one room and they know your customers better than anyone. . And it can be. . MAKE IT STOP.

Pipeline 101

Pipeline Forecasting Hiring Decision Maker 101

LeadFuze

MAY 17, 2021

Why are Sales Compensation Plans Important. A company is nothing if it doesn’t have sales. There are plenty of ways to automate and utilize inbound methods, but having salespeople who take control of the deal and close new sales was the next level. Building sales compensation plans for them can be a difficult task.

Compensation 52

Compensation Hiring Incentives Incentive 52

Gong.io

OCTOBER 9, 2018

Faster sales onboarding is your lowest hanging fruit for generating more revenue. Sales onboarding is not table stakes. 7 Ways to Accelerate Sales Onboarding. The sooner your new hires ramp to quota, the more revenue you’ll have on your books. Let us explain… Sales Onboarding Tip #1. The good news here?

Hiring 59

Hiring Sales Cycle Quota Webinar Metrics 59

Allego

NOVEMBER 21, 2018

When ATD asked sales managers to estimate the number of hours they devoted to coaching every month, the average respondent said “three to four hours.” But when sales reps were asked how many hours of coaching they received each month, “one hour” was the average response. Tip 1: Define Sales Coaching.

Coaching 59

Coaching Sales Management Training Hiring 59