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: Critical Sales Coaching Skills
- 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, 2020, 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 198 words used.
Our core philosophy as a sales training and enablement company has always been about assisting clients of all sizes and industries to improve their skills, processes and sales performance. We’re successful at this, as our customer metrics demonstrate, and we’ve helped thousands of sales organizations improve their knowledge, skills, and performance.
As the sales world has settled into a “new normal,” so have we. Prior to the pandemic, we primarily delivered instructor-led, in-person sales trainings. During the aftermath of the pandemic, we pivoted to virtual, instructor-led trainings. These days, we do both, in addition to offering highly-customized, blended learning experiences that encompass all our training programs and methodologies. Our curricula have continuously been updated to reflect the changes in the marketplace. We believe delivering holistic learning experiences in support of the notion that every seller has the potential to be a top performer.
Our trophies attests to our accomplishments - Brandon Hall HCM Excellence Awards, Selling Power Sales Training Top 20 awards; Training Industry Top 20 Sales Training & Enablement awards; 13 combined Stevies - eight in Sales Training, including Gold, and five in Sales Consulting; 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 2020 that you wish to bring to the judges' attention (up to 250 words):
Total 250 words used.
Without reinforcement, much of newly acquired knowledge absorbed during sales training is lost within 90 days. That's why we created Critical Sales Coaching™ Skills (CSCS). It's a program that allows sales managers to systematically determine who, when, and what to coach in their sales teams. CSCS helps ensure performance improvement, skills and knowledge acquisition and retention, and sustained, long-term behavioral change. CSCS is often part of a total sales performance solution and aligned with the training that managers' direct reports are undertaking as part of reinforcement initiatives.
Client case studies:
Moen: This kitchen and bathroom fixtures manufacturer wanted to improve the cross- and up-selling skills of their CSRs. CSCS was used to reinforce the workshop learning, translating into 427% ROI, 98% of participants successfully enhancing skills, and $5 million in increased sales revenue.
Dayton Superior Corp: A leading supplier to the concrete construction industry utilized CSCS to address a skillset gap and inconsistent coaching as part of a comprehensive sales performance solution that involved multiple areas in the organization. The feedback was well received, and as one participant put it, "even more engaging than we could have hoped."
Kaseya: A fast-growing tech company, Kaseya wanted to establish a consistent coaching process and methodology across their sales organization. They leveraged CSCS to enable their young sales managers to become more effective at coaching and leading their teams. Many of the 50+ sales managers who benefited from CSCS where new to the position, having been promoted because they were effective sellers.
- 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 37 words used.
- 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 131 words used.
The improvement and success of a sales organization can only reach the levels their leaders are able to coach them to. We've worked with every level of sales leadership - from the team-level managers who are recently promoted star sales reps to the veteran C-Suite executives with decades of experience. We've worked with all size organizations, from mid-sized regional to Fortune 500 global MNCs, in a wide array of industries. And we and our partner organizations have been very successful.
We've imparted actionable knowledge and skills through CSCS, and, as the metrics from our sample case studies demonstrate, we deliver tangible results that upskill the sales leadership and allow them in turn to ensure permanent positive sales behavioral change in their downline sales reps through that better coaching and reinforcement ability.
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