Case Study: Cisco strengthens SaaS sales skills with Janek Performance Group

Cisco trains 6 workshops across 3 continents with Janek Performance Group

Cisco, a global technology leader, sought to transition its sales teams from selling primarily hardware to effectively selling subscription-based software solutions. Their challenge was that sales reps and distributor partners were using traditional hardware-selling tactics, which were ineffective for SaaS products and the different target markets. To address this, they partnered with Janek Performance Group to implement a customized sales training program.

Janek Performance Group developed a wholly customized "Critical Selling Skills" program focused on SaaS-specific selling, including discovery and presentation techniques tailored for the new markets. They delivered workshops globally and provided managers with coaching tools for sustainment. The training was highly successful and well-received, leading to Cisco integrating the curriculum into their formal onboarding for new hires. The initiative successfully equipped both direct and partner sales forces with the necessary skills to sell SaaS solutions effectively.

Cisco