Celebrating Two Decades: Advice to My Twenty-Year-Old Self on Janek’s 20th Anniversary

As Janek marks its 20th anniversary this year, it feels like the right time to pause and look back not only on our accomplishments, but also at the lessons learned along the way. Two decades of helping organizations elevate sales performance have given me a unique perspective on what it takes to grow, adapt, and succeed. If I could speak to my twenty-year-old self, just stepping into the world of sales, I would share the insights shaped by both personal experiences and the evolution of Janek from a bold idea into a trusted leader in our field.

Avoid Negative People and Time Wasters

Not everyone will match your drive or share your vision. Seek out people who encourage you to grow, who inspire you, and who challenge you to be better. Avoid those who drain your energy with constant complaints, blame-shifting, or excuses.

I’ve learned that negativity spreads quickly. You can’t change someone who doesn’t want to change, but you can control who you spend your time with. Your circle has more influence on your growth than you might realize.

Take Calculated Risks

Staying in one place may feel safe, but it rarely leads to real growth. Early in your career, try new roles, step into unfamiliar situations, and explore different opportunities. Every new experience will help you understand your strengths and passions more clearly.

Some of Janek’s most innovative ideas came from small but intentional risks. Being willing to venture into the unknown has led to some of our biggest breakthroughs.

Take Action. Don’t Wait.

If there’s one piece of advice that’s served me time and again, it’s this: don’t sit on the sidelines. Sales and in business more broadly, rewards those who move with urgency and purpose. Challenges rarely solve themselves, and opportunities don’t wait around forever.

When obstacles arise, respond quickly. When a door opens, walk through it before it closes. Some of the best moves we’ve made at Janek happened not because everything was perfectly aligned, but because we acted decisively with the information we had. Progress is often messy but motion beats meditation when it comes to building momentum.

In a competitive marketplace, speed is a differentiator. The companies and individuals who win are the ones who learn fast, adjust fast, and take fast, smart action. If I could offer my younger self a reminder, it would be this: trust your preparation, then go. Indecision is the enemy of growth.

Build Relationships and Find a Mentor

Relationships are one of the most valuable assets you can have in your career. Networking isn’t about delivering a sales pitch but about building genuine connections and finding ways to help one another. Mentors can provide perspective, guidance, and opportunities you might not find on your own.

Over the last twenty years, the relationships we’ve built with clients, industry peers, and our own team, have been central to our success. The right people can open doors you didn’t even know were there.

Focus on Experience Before Income

Early on, it’s tempting to make career decisions based on salary alone. But the experiences and skills you gain often matter far more in the long run. Choose opportunities that will stretch your abilities and set you up for lasting success.

When we started Janek Performance Group, our focus was on mastering our craft. That commitment to excellence became the foundation that allowed us to grow and achieve measurable results for our clients.

Embrace Change

Change is inevitable, and you will experience it as you advance in your sales career. Routine is comfortable, but change can be scary. Embracing change can significantly benefit your sales career. When you welcome change, you will find new solutions that help you move forward.

Every major turning point for Janek including new markets, new solutions, new ways of working, began with embracing change. The sooner you adapt, the sooner you grow.

Push Beyond Your Comfort Zone

Growth happens when you push yourself. Identify what makes you uneasy and face it head-on. Confidence builds through action.

Some of our proudest achievements at Janek came from taking on challenges that seemed daunting at the start. Those moments of discomfort turned into lasting strengths.

Learn From Mistakes

Mistakes are part of progress. Acknowledge them, extract the lesson, and move forward stronger. Hiding mistakes only delays growth.

Our continuous improvement mindset at Janek is fueled by openness. Each lesson learned sharpens the way we work with clients and strengthens our solutions.

Clarify Your Vision and Plan With Precision

Success starts with a clear picture of where you want to go. Without vision, plans are just lists. Identify your long-term goals, break them into actionable steps, and measure your progress.

If you plan to be a sales manager in five years, you should start planning and acting now. If you want to create your own business and become an entrepreneur, you need to start putting a plan in place early. Early in my sales career, my plan was to hit my sales numbers.

I didn’t see myself as a business owner. If I had, I would have paid attention to other departments like finance and product development. Twenty years at Janek have proven that intentional planning transforms ambition into achievement.

Invest in Yourself

Your most valuable asset is you. Training, education, and personal development compound over time just like financial investments.

At Janek, we invest heavily in the growth of our team because we know it fuels client success. Apply the same principle to your own career, and the return will be exponential.

Final Thoughts

Be intentional about the advice you take, protect your mindset, and keep learning. Every skill gained, relationship built, and challenge overcome adds to your momentum.

As we mark our twentieth year, I can say with certainty that the principles I would share with my twenty-year-old self remain just as relevant today. They are the same values that have driven Janek’s success for two decades and will continue to guide us into the future.

Nick Kane

As Managing Partner of Top 20 Sales Training and Consulting company Janek Performance Group, Nick Kane works with corporate clients to develop sales strategies and implement sales training programs that focus on cultivating a more client-focused environment that drive results in today’s marketplace. During his career, Nick has trained more than fifteen thousand sales professionals worldwide, and he is passionate about helping sales leaders and sales professionals improve their careers and, as a result, their lives. He is coauthor of the book Critical Selling and a regular contributor for Training Industry and Selling Power.

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20 Years of Sales Training & Enablement