CHAPTER 19  Janek Performance Group


Janek Performance Group is a smaller firm with a highly flexible performance consulting approach to determining a client’s needs and solutions. They believe strongly in creating a top-down buy-in, developing sales managers and measurement to identify the improvements that promise the greatest impact. They are agile, highly customized and take a comprehensive approach to drive sales improvement and performance.


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.

Featured Clients & Case Studies

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 and Selling Power’s top 20 list, which is a significant accomplishment for a smaller size firm.

Core Sales Training Programs

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.

Other Programs Offered Include:

  • Prospecting strategy and skill development
  • Account management process design, strategy, training and coaching
  • Comprehensive sales leadership development and one-on-one leadership coaching
  • Negotiations skills to protect margins and drive win-win outcomes
  • Sales coaching skills and ongoing “coach the coach” for sales managers

Delivery Options

  • Traditional live, instructor-led classroom training
  • Virtual instructor-led training
  • Train-the-Trainer programs

The Full Solution 

  • Organizational diagnostics through interviews, ride-alongs and listen-ins
  • Talent assessments to define optimal sales competencies for hiring and development
  • Go-to-market strategy development
  • Value proposition development and training
  • Opportunity management processes design
  • Impact measurement with third party validated results.
  • Custom support tools, such as playbooks, tool kits and quick reference guides

Guidance for Sales Training Buyers

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.

If you are buying for a large, dispersed sales force or a global sales force, then you need to ensure they have sufficient delivery resources.
Janek Performance Group sales training

You have written an excellent piece. I do not say that lightly

VP of SALES, $3 Billion Revenue Co.

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