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Attracting Quality Sales Talent in a Competitive Job Market

Top sales reps are in high demand and the competition for hiring them can be fierce. It’s hard to spot a great salesperson before the interview process, and it’s even harder to convince great sales reps to join your team once you’ve found them. Why? Top sales talent is in high demand. The U.S. Bureau […]

Justin Zappulla Joins the BankTalk Podcast

Janek Managing Partner Justin Zappulla recently joined host Charlie Kelly of the BankTalk podcast to share his thoughts on hiring sales-oriented employees. In addition, he addresses pipeline management, including tracking the major stages needed to be successful, in banking or any industry, and the differences between marketing and sales qualified leads. Further, he discusses the […]

Hire For Attitude, Train For Sales Skills

Recruiting and hiring future sales reps for your organization requires a different criterion than it did in the past. Do you believe in the mantra, “Hire for Attitude, Train for Skill?” In a world where the skills required for success are changing rapidly, it’s time sales leaders start looking for different qualities in their sales […]

Creating Sales Conversations That Matter

“Everyone has a plan until they are punched in the mouth,” is what Mike Tyson said about boxing. Every sales leader has a plan to make their numbers, until reality hits them in the mouth. Markets change, requiring shifts in strategy and execution. For sales leaders, we need to prepare our sales teams with the […]

What Type of Sales Training is Right For Your Team?

Congratulations to your company for surviving the pandemic. Things sure looked bleak for a while. You might have needed to lay off staff, but you made it through the downturn. Now the economy is growing again and you are looking to hire more sales talent for your team. That’s the good news. The bad news […]

Why Creating a Great Product is Only Half the Battle

When Og, chief cutter of square, stone wheels, accidentally chiseled a round wheel, he had no idea what he’d done. Only later, fitting the round wheels to his cart, did he realize the benefit. However, it still took the painstaking efforts of Ug, Grr, and Arg to bring his invention to market. And so, it […]

How to Build and Support a Sales Team

In sales management, a common saying is, “Hire slow and fire fast.” This reflects the dominant thinking of many organizations. On the surface, it makes sense. The more you vet a candidate, the surer they will work out. When it doesn’t—boom—there’s the door. Of course, this presupposes success in one organization correlates to success in […]

How to Be An Effective Servant Leader to Your Sales Team

For many, “servant leadership” seems like another amusing oxymoron, a figure of speech that joins contradictory terms like “jumbo shrimp,” “serious fun,” and “awfully good.” However, like most oxymorons, the juxtaposition of opposites can provide a clearer image or express a deeper meaning. Far from the idea of traditional leadership, in which an all-powerful CEO […]

What Makes a Great Sales Mentor?

Being a sales mentor to your peers can be one of the most rewarding aspects of a sales career. There’s no salary. No commission. The hours can be irregular, but the benefits make it worthwhile. As anyone who has had a mentor will tell you, a mentor’s ability to shape and guide a career extends […]