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: Sales Awards Achievement Categories
Nomination Sub Category: Sales Training or Coaching Program of the Year - Business Services Industries
 Nomination Title: Janek Performance Group TOPS
- Which will you submit for your nomination in this category, a video of up to five (5) minutes, explaining the nominated achievement since July 1, 2021, OR written answers to the questions? (Choose one):
Written answers to the questions
- Briefly describe the nominated organization or individual: history and past performance (up to 200 words):
Total 183 words used.
At the heart of our mission as a sales training and enablement firm lies a commitment to empowering clients of all sizes and diverse industries in enhancing their expertise, refining their sales processes, and elevating their sales outcomes through effective sales skill training. Our track record of success, as evidenced by customer data, attests to our ability to assist thousands of sales organizations in enhancing their proficiency, capabilities, and achievements.
Since our inception in 2005, we’ve grown as an organization by providing a broad and ever-expanding sales training catalog that is frequently refreshed and updated based on research, client feedback, and changes in the marketplace. Our sales trainings can be delivered in a variety of ways:
- Onsite live, instructor-led workshops
- Virtual live, instructor-led workshops
- Self-paced eLearning courses
- Blended training experiences
- Train-the-trainer certifications of all our training programs
Industry recognition attests to our accomplishments - Brandon Hall HCM Excellence Awards, Selling Power Sales Training awards; Training Industry Top 20 Sales Training & Enablement awards; 16 combined Stevies Awards for Sales & Customer Service; and repeated recognition by our local chapter of ATD Las Vegas.
- 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 nominated achievement since July 1 2021 that you wish to bring to the judges' attention (up to 250 words):
Total 233 words used.
One of the common challenges we see in our research and through conversations with our clients and sales leaders is the need for effective and continuous sales coaching. Study after study, including numerous surveys, reveal that sales coaching can boost long-term sales performance significantly, often by double digit margins. Whereas most sales managers know that coaching is a key component to a healthy and thriving sales organization, the efforts to turn that need into an effective routine activity often fall short of the desired outcomes.
With this need in mind, we’ve created TOPS® Reinforcement & Coaching. TOPS provides a coaching playbook for busy managers who realize the importance of coaching, but often don’t have access to the tools, strategies, and role-play activities to turn coaching into a fun and meaningful activity for their sales reps.
TOPS is a training program that considers the most common methods managers coach their team members as it creates a multi-pronged framework of coaching that includes:
- Team Meetings: How to effectively run team meetings where the leader reinforces sales skills and encourages group learning and sharing best practices
- One-on-One Sessions: How leaders can effectively coach sales professionals in a one-on-one environment
- Peer Refreshers: Tools to encourage team members to support each other, share ideas, and challenge each other to higher performance
- Self-Study Activities: Toolkits to provide an individualized plan for each sales professional to strengthen their sales skills
- 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 42 words used.
- Janek Performance Group Executive Summary
- Link: Janek Performance Group
- Brochure: TOPS® Reinforcement & Coaching
- Client Case Study: Altium
- Client Case Study: Minto Group
- Video: Janek Performance Group Sr. Learning Strategist Brian Stetler discusses TOPS
- Video: Client Testimonial about the effectiveness of TOPS
- Explain why the achievement you have highlighted is unique or significant. If possible compare the achievement to the performance of other players in your industry and/or to the nominee's past performance (up to 250 words):
Total 238 words used.
TOPS stands out as one of the most comprehensive coaching programs available in today's market. This program provides managers with a full year's worth of selling skill and reinforcement activities. Sales managers who become certified in TOPS will gain access to a versatile playbook, equipped with pre-defined meeting agendas and activities. This resource empowers them to conduct more productive coaching activities with their teams.
Here are some real case studies from Janek clients who leverage TOPS:
- Altium, a prominent software provider catering to PCB designers and electronic manufacturers, engaged their sales teams in North America and Europe in Janek's flagship training program, Critical Selling Skills. Subsequently, this training was bolstered by the implementation of TOPS. The outcome was a significantly more engaged and enthusiastic workforce, which yielded benefits not only for the sales representatives but also had a positive impact on the morale and productivity of the middle managers who achieved TOPS certification.
- Another illustrative case involves the Minto Group, a fully integrated real estate company with multiple offices across Canada and the United States. Minto Group's field leasing agents participated in Janek's Critical Selling Skills program, while their call center agents engaged in Critical TeleSelling Skills training. Post-training, the front-line sales managers for both divisions obtained TOPS certification to guarantee the delivery of pertinent, uniform, and impactful coaching. As was the case with Altium, Minto Group received highly favorable feedback from their sales representatives and management teams.
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