Case Study: McCrone Associates grows sales and Trusted Advisor skills with Janek Performance Group sales training

McCrone Associates boosts sales year-over-year with Janek Performance Group

McCrone Associates, a division of the McCrone Group that provides material and particle identification solutions, faced the challenge of growing sales and shifting its corporate culture. The company's technical staff, composed of scientists, needed to acquire sales and communication skills to transition from a reactive to a proactive sales model and establish deeper relationships as Trusted Advisors. They partnered with vendor Janek Performance Group for a customized sales training solution.

Janek Performance Group developed and executed a fully customized Critical Selling Skills program for McCrone Associates, which included hands-on exercises and role-playing scenarios tailored to the scientists' expertise. The solution was reinforced with webinars and manager coaching. As a result, McCrone Associates achieved consistent year-over-year sales growth, an increase in repeat customers and average deal size, and a successful cultural shift where its technical staff became proactive Trusted Advisors.

McCrone Associates