Janek Performance Group - Sales Training or Coaching Program of the Year
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: Sales Training or Coaching Program of the Year - Business Services Industries
Which will you submit for your nomination in this category, a video of up to five (5) minutes in length, explaining the nominated achievement since July 1, 2018, OR a written essay of up to 650 words describing the same? (Choose one): An essay/case study of up to 650 words
Sales performance is literally in our name. At Janek Performance Group, we offer a complete suite of training, coaching, and consulting services to help our clients learn how top performers sell.
Whether it’s our research-backed, field-proven sales training programs, coaching upskill package TOPS™, or our gold standard reinforcement technology Xpert™, we create a completely customized, holistic sales performance solution to address client needsidentified through intensive discovery.
Critical Selling® Skills (CSS) is our flagship program. Our most popular offering, it addresses the needs, demands, and goals of modern buyers, markets, and sales professionals, and underwent a significant refresh over the last year. CSS is also the foundation for our Managing Partners’ book, Critical Selling: How Top Performers Accelerate the Sales Process and Close More Deals.
The following is a featured case study on how Critical Selling Skills was able to realize remarkable results for an established insurance firm with a lengthy, proud history.
Featured Client Case Study: “Insuring Success for 2020 and Beyond”
Background/Challenge
A prestigious insurance company with decades of innovation and a tenured, accomplished sales team sought to reach 1 million members by 2020. They also desired a commonly shared sales approach, methodology, and language across all their divisions. A third goal was equipping sales managers with soft skills training to become more effective leaders.
Consequently, the company sought a partner who could deliver a solution to the entire sales staff - including the Small Business Division, which heretofore had never taken part in a training event of this scale.
Solution
An extensive deep dive resulted in a Critical Selling Skills workshop and TOPS Coaching and Reinforcement program tailored to the company’s industry, sales processes, and environment.
Critical Selling® Skills
-Designed to teach the knowledge and skills the client sought for its sales reps
-Provides a universal, common language that can be used across all the organization’s divisions and departments
-Tailored to the client’s industry, with real-world, specific examples, language, and role-play scenarios
-Utilizes both instructor-led teaching and interactive case practices/role-plays to address multiple learning styles and create participant engagement
TOPS™ Coaching and Reinforcement
Upskills the sales coaching and reinforcement abilities of sales managers and leaders
Works in tandem with CSS and other programs to ensure learned knowledge and skills translate into long-term behavioral changes
Xpert™
-Application that tests participants’ retention of learned knowledge and skills
-Delivers quantifiable data and score reports to managers and leaders and enables individualized coaching targeted to identified need areas
The training program took place over three months, with over a dozen workshops delivered in seven different locations. Janek’s Xpert learning reinforcement technology was utilized post-training to secure long-term behavioral changes.
Manager training provided attendees the necessary tools and skills to become more effective sales coaches and able to reinforce the material taught to sales reps in workshops.