Case Study: TIAA Improves Sales Performance with Janek Performance Group

TIAA Improves 11% with Janek’s Sales Training Solutions

TIAA, a Fortune 100 financial services organization, needed a consistent and sustainable sales training partner for its Field Consulting Group. The team lacked formal sales training and required a universal sales language and process, stronger client lifetime value, better meeting efficiency, and reinforcement of core selling fundamentals. Janek Performance Group was selected to help address these needs with sales training solutions.

Janek Performance Group delivered a tailored, multi-pronged program centered on Critical Selling® Skills, along with manager coaching, Train-the-Trainer certification, and customized eLearning. After an in-depth discovery process, Janek rolled out instructor-led and digital training nationwide, followed by reinforcement activities to support long-term behavior change. The results were strong: 98% of participants said the training helped them win new business or deepen client relationships, 96% applied the skills within the first month, and TIAA reported an 11% performance improvement.

TIAA

Catherine McCabe

Senior Managing Director