Company: Janek Performance Group, Las Vegas, NV
Company Description: Janek Performance Group is an industry leader in sales performance solutions. Janek works with a broad range of clients in a variety of industries to provide the resources, expertise, training and consulting services to address today’s toughest sales challenges.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Consulting Practice of the Year
 Nomination Title: Janek Performance Group
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the achievements since July 1, 2020 of the nominated organization, OR written answers to the questions? (Choose one):
Written answers to the questions
- Reference any attachments of supporting materials throughout this nomination and how they provide evidence of the claims you have made in this nomination (up to 250 words):
Total 25 words used.
- If you are submitting a video of up to five (5) minutes in length, provide the URL of the video here, OR attach it to your entry via the "Add Attachments, Videos, or Links to This Entry" link above, through which you may also upload a copy of your video. If you are submitting written answers to the questions for this category, provide them in the spaces below.
- Outline the organization's achievements since July 1 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 238 words used.
Since July 2020, Janek has successfully supported more than 200 sales performance initiatives for organizations ranging from SMB (small to mid-size businesses) to the Fortune 100 in multiple verticals. On average, our clients received a 962% return on investment when our consultants, coaches, and facilitators worked with them during 2021.
With many successful consulting engagements, one that stands out most clearly during this period is our work with Palram, a global manufacturer of thermoplastic sheets and panel systems. In the spring of 2021, Palram requested that we evaluate a segment of their business that had already delivered all the sales their production capacity was able to deliver. Specifically, the client sought an evaluation of the segment's sales processes and capabilities in preparation for a new production line coming online.
Through discussions with leadership across the Americas segment and deep dive assessment, we discovered foundational systemic issues. Many of the managers were new to the role and consequently still acting as sales representatives rather than leaders. This in turn led to team structure confusion, coaching cadence issues, and actual sales reps conducting reactionary selling rather than proactive.
Rather than implement a new sales process modeled off the seemingly successful teams as originally intended, Palram collaborated with us to swiftly engage in a change order spearheaded by a management-level training initiative to equip the new managers with the skills and knowledge to lead their teams and shed their selling behaviors.
- Explain why the achievements you have highlighted are unique or significant. If possible compare the achievements to the performance of other players in your industry and/or to the organization's past performance (up to 250 words):
Total 216 words used.
The achievement highlighted above points to the importance of thorough and complete research and vetting. Had we not engaged in that deep dive and accepted the surface success, it would have led to long-term negative results - new managers who still didn't know how to manage and were selling instead, which would have created even more widespread issues when the attempt to graft that process on to other teams occurred.
As part of our consultative strategy, we look at six areas in our Sales Performance Blueprint: Sales Process, Strategy & Go-To Market, Tech Enablement, Customer Attributes, Sales Performance and Development, and Talent and Motivation. We assess the maturity of an organization’s sales effectiveness in each of these categories using our proprietary assessment tool, SalesAudit™. In this case, what to the client looked like a Sales Process consultation initiative turned out to be a Sales Performance and Development project.
Often, the client knows what needs to be improved through their own internal research and discovery. But sometimes, they miss the mark, and it's our role as a sales performance expert partner to always do our own independent investigation to double-check and confirm that it is indeed the real issue and not something else. Doing due diligence ensures the long-term success and health of the client sales organization.
- Briefly describe the nominated organization: its history and past performance (up to 200 words):
Total 195 words used.
At Janek Performance Group, we're a holistic sales performance company known for both our world-class sales training expertise and our expert consulting abilities. We engage our consultative capabilities with all our projects but can focus solely on an advisory role if needed. Our advisory scope includes, but is not limited to, sales process optimization, sales and go-to market strategies, sales performance and development needs, and sales compensation and commission models. Some of our advisory clients include LIXIL, Optum, Vetsource, Ritchie Bros. Financial Services, 84 Lumber, and Rivian Automotive.
The proof of our sales performance success can be found in the consistent results that we achieve for our clients. During 2021, our sales performance clients gained an average of 962% return on training and consulting investments with us. We have also won industry awards for our sales performance services, year-over-year, including Selling Power Top Sales Training and Top Virtual Sales Training Company awards, Training Industry Top 20 Sales Training Company, ATD Las Vegas Tribute to Learning Training Delivery, and two Stevie Awards for Sales and Customer Service - Gold in Sales Training or Coaching Program of the Year; Silver in Sales Training Practice of the Year.
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