CHAPTER 19 Janek Performance Group
Janek primarily serves business-to-business clients ranging from Fortune 500s to SMBs in the US. They position themselves as experts in both sales consulting and sales team training, and offer a full solution that also includes sales coaching and sales talent assessments. They also offer numerous public seminars in major cities across the U.S.
Janek showcases many well-known clients on its website, such as Experian, Wolters Kluwer, Danaher, Sun Microsystems, GE Healthcare, TIAA-CREF, Santandar, HSBC and Wells Fargo.
They feature three case studies on their website: Daimler Trucks North America, Pearl Izumi (sports apparel) and an anonymous consumer packaged goods company. If your industry is outside of these, consider asking for a case study on a client closer to your situation or industry.
They are on both trainingindustry.com and Selling Power’s top 20 list, which is a significant accomplishment for a smaller size firm.
Janek offers a comprehensive site of training programs to help sales reps and sales managers improve performance. All sales training programs are deeply customized to meet their clients’ specific needs. This includes creating fully customized case studies, role plays, activities, content examples, job aids and branding.
Critical Selling is Janek’s foundational sales training program. The program covers basic call planning and develops skills necessary for a consultative approach to sales, such as asking good questions and listening actively to understand a client’s needs, presenting solutions that align with the client’s values, resolving objections, recognizing opportunities to close and asking for the business. Janek also offers a tele-selling version of this program.
Janek packs a lot of punch for a smaller sales consulting and training company. They have strong consulting and customization capabilities, and take a hands-on approach to working with clients. A good question to ask Jantek would be how they would embed their processes or skill development program into your CRM workflow.
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