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: Critical Negotiation Skills

When you've been in business for decades like we have, it's important to stay constantly innovating, constantly changing in order to stay a Top Performer. That's especially true in sales training, since the world of selling is constantly in flux. Buyer behavior shifts, environment alterations (such as the current pandemic), introduction of new sales technologies - these factors and more mean that in sales, nothing ever stays the same.

That's why at Janek, we're ceaselessly engaging in research and testing, revision and updating so that our programs reflect the realities, challenges, and opportunities that our clients are facing on a daily basis. It's what spurs us on to do things like update our popular program, Selling Virtually, and completely redesign our negotiation skills offering.

We pride ourselves on the results we deliver to our clients - whether multinational conglomerate, nascent startup, or something in between - high ROI, performance improvement, and lasting, positive sales behavior change. We've been recognized by leading awards organizations such as the Stevies, Training Industry, Selling Power, and the Brandon Hall Excellence Awards - winning distinction and recognition from those groups persistently, year after year.

Following robust field-testing, we completely overhauled Critical Sales Negotiation Skills and renamed it Critical Negotiation™ Skills in response to a major shift in buyers' decision-making processes and have these three highlight case studies to report:

Ocean Network Express

Formed two years ago from the merger of three international shipping companies, ONE controls 20% of the world's containerized shipping. Because negotiations are extensive and with a lengthy cycle, ONE wanted to improve the negotiation skills of their sales and procurement teams in separate Critical Negotiation Skills workshops.

As a result of the training, the company realized:

41.46% Performance Improvement
292% ROI

Medline

The multinational manufacturer and distributor of medical supplies wanted to train the Vendor Relations Team of their Education and Research division, which primarily works with large universities and research organizations, in positive, win-win negotiation skills with an emphasis on better articulating Medline's value to clients.

The training was so effective, Janek was contracted to train additional global sales teams in the Critical Negotiation Skills methodology.

Infinite Electronics

A leading global supplier of electronic components, the organization found they had to rely too heavily on discounting and subsequently saw reduced margins. The company desired to train their outside sales reps in negotiation skills to better articulate IE's value proposition - speed of delivery and access to components - to create win-win negotiations.

Hundreds of sales professionals were trained in 8 workshops, achieving the following results:

90% of participants were able to apply learned knowledge and skills
929.33% ROI

Critical Sales Negotiation Skills has been one of our successful programs. In it, we've taught sales professionals how to successfully conduct win-win sales negotiations that benefit both sides and lead to long-lasting partnerships. But we've noticed in the last few years that the days of convincing one or two decision-makers, such as the CEO and the Vice President of Sales, are gone.

Instead, it's become a complex, multi-department decision-making process. That means multiple, equal voices - each with its own desires, needs, objectives, perspectives, and ways of thinking. Reaching a mutually beneficial negotiation conclusion and deal requires sales professionals know how to communicate with all those different people.

Consequently, over a year, we redesigned the program from scratch to emphasize teaching the skills of how to engage in discovery, conversation, and resolution of all these differing viewpoints. We renamed it Critical Negotiation Skills to reflect the diversity of voices in multilateral negotiations. Some of the curriculum's major revisions include:

Blending best practices of negotiating with new skills necessary to achieve win-win outcomes regardless of forces driving customer and supplier behavior

Establishing value, not price, as the prime motivator in a negotiation

Positioning the negotiator as a financial steward of company resources who trades based on fair exchange value

Weaving the core principle of trust throughout the methodology

Aggregate metrics for clients since program launch:

44.6% Performance Improvement
79% of participants applied learned knowledge and skills
380.00% Return on Investment
Training Payback Period: 2.5 months

Website: https://www.janek.com
Brochure: Critical Negotiation Skills
Brochure: Janek Executive Summary
Video: About Janek Performance Group
White Paper: The Ultimate Guide to Sales Negotiations