Case Study: Northeastern BlueCross BlueShield Provider boosts sales performance with Janek Performance Group sales training

Northeastern BlueCross BlueShield Provider boosts sales skills with Janek Performance Group, driving 1219% ROI

Northeastern BlueCross BlueShield Provider, a large health coverage organization in the Northeast, faced a challenge with its sales team, which consisted of both new and seasoned reps who lacked formal sales training. This led to inconsistent performance and anxiety around handling objections. To create a common language and process to support sustained growth, the customer enlisted Janek Performance Group for a customized sales training solution.

Janek Performance Group implemented its Critical Selling Skills methodology through a tailored virtual training program, supplemented by their TOPS coaching playbook and Xpert digital reinforcement tool. The solution was well-received, leading to a 97% successful job application of skills and a 91% job performance improvement. The training resulted in a 1219% return on investment, and reps adopted new techniques to build stronger customer relationships. The customer also certified its own trainers in the methodology to ensure continuity.