White Papers & E-Books
Addressing top sales challenges with the information you trust.
Janek Performance Group has earned a reputation as a top authority in sales performance solutions. See below for our latest offering.
Sales Rep Burnout: Causes, Effects & Prevention
Burnout is a serious, pervasive problem for many sales professionals. Our white paper aims to provide context for the problem of burnout, its causes, the physical and psychological impacts, and measures to both treat burnout and prevent new cases from happening. While this research will benefit all sales professionals, it will be a particularly important read for sales leaders seeking more information on understanding the big picture of burnout.
How to Engage the Empowered B2B Buyer: Four Key Selling Skills Salespeople Need to Win Deals
In today’s digital marketplace, buyers are more informed than ever before. As a result, sales professionals need to hone current selling skills and develop new ones, preparing to shift to a consultative model.
No longer is it enough to merely know the client and their needs, or to simply accept whatever the buyer wants. Salespeople will now have to help customers make decisions that are in the clients’ best interest – even if it means walking away from a deal. As a corollary, sales professionals need to have in-depth knowledge and awareness of the marketplace – not only in terms of target market need and desires, but alternative competitors.
Developing an Effective Sales Territory Model: A Guide for Sales Leaders
One of the most complex tasks for sales leadership to navigate is assigning sales territories to sales reps. It involves an intricate array of figures and balancing, not unlike the tricky task of drawing boundaries for electoral districts (and both can involve contentious politics).
The difficulty lies in distributing the territory to both maximize your results and ensure equity for everyone. There’s a myriad of ways to divide the sales territory map, and creating a hierarchy of clients is often essential as part of best practices to ensure motivated, productive sales reps who will drive sales and revenue. Specifically, this paper looks at methods of division, fair territory distribution, mapping software, client and prospect prioritizing, sales territory ranking, and suggests a promotion system for sales territory as a possible option.
A Smarter Way to Scale a SaaS Technology Sales Force
Leaders of fast growing technology companies often find themselves under immense pressure to sustain momentum and beat their numbers. To achieve these goals, they are looking to quickly scale-up their sales force while increasing productivity. Through our research and experience here at Janek Performance Group, we’ve captured important lessons that we want to share with you in this white paper.
Driving Growth Through Sales Talent Specialization – A Guide For Sales Leaders
In response to the changing buyer-seller dynamic, new specialized roles within sales organizations have emerged. These specialized roles focus on smaller chunks of the buying and selling process, resulting in better execution of specialized sales activities, lower costs, and faster development. Specialization of your sales team could enable you to win, retain and grow customers in a more efficient and effective manner.
Finding the Root Cause of Sales Underperformance
Chances are that if you are reading this guide, you are a business or sales leader trying to resolve a performance issue. Maybe your quarter is looking soft, maybe you’re about to miss your number, or maybe you just missed and you need to turn things around. You’re in a tough spot. We’ve walked in your shoes, and we too have felt the pinch. We’ve also helped dozens of clients in similar situations, and we can assure you that it is possible to rebound.
To help you get started down the road to a brighter future, we are providing you with this step-by-step guide. It contains information and tools to help diagnose your problems and take immediate, definitive action to improve.
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Design & Execute a Dynamite Sales Process in Just 5 Easy Steps
In working with organizations large and small across a variety of industries, we at Janek Performance Group have observed an interesting trend: the overall lack of a formal, consistent sales process. Unlike other departments, such as accounting, marketing or HR which have formal processes in place that everyone within the department follows, the one department that formality seems to elude is sales.
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Acquiring New Customers: The Impact Strategy and Process have on Growing the Top Line
As we begin to make our way out of some exceedingly challenging times and work through an assortment of sales and business challenges, one issue continues to stay at the top of most lists: the acquisition of new customers to grow the top line. As we know, new customers mean new sales. Along with customer retention and growing relationships, acquiring new customers is one of the most effective ways to keep the business thriving and ensure long-term success. Unfortunately, it can also be one of the most challenging and costly activities.
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Contact Janek to see how we can help identify and overcome your organization’s specific sales challenges.