Defined Sales Need?

Huthwaite understands buyer behaviour. We also understand the selling skills that correlate with success. We’ve studied both for over 35 years. In fact, we’re the only company to have applied the rigor of genuine behavioural research to the professional of sales.  Learn more in our Research and Intellectual Property section.

Huthwaite’s research and experience reveal that sales performance improvement requires not only a well-designed training event, but a process for ensuring behaviour change. What happens before and after any workshops is as important as the classroom experience itself. To learn more, please read The 4 Truths of Behaviour Change.

We also realise that in today’s hyper-competitive business environment, companies don’t have a great deal of time. Accordingly, we have developed an Engagement Model that allows training to be developed quickly and efficiently—but also effectively. We help clients identify leading indicators that allow them to begin assessing success immediately after training. Please visit the Measurement section for more information.

1. No organisation can garner maximum results from training unless leadership is aligned around what success looks like, what results are expected, what will be measured and what responsibilities for driving change reside at each level of the sales organisation.
2. Adults best learn new skills in the context of the job they conduct. Classroom learning should closely mirror the real selling environment of participants.
3. Classroom learning needs to focus on those things that can best be conducted in a classroom setting: practice and feedback. Theory and concept should be provided as pre-work.
4. Classroom learning won’t become habit unless coaching, reinforcement and measurement are employed to drive change over time.
5. Any engagement which is seeking to change behaviours needs to be owned and driven by a consortium of vendor and client.