Develop

Huthwaite approaches each client engagement with two objectives:

1. To develop a superior training program based on our unique diagnostic capabilities
2. To develop a process that will support long-term behaviour change that drives expected business outcomes

Training Development

To ensure development of effective workshops, tools, pre-work and reinforcement we customise on three levels:

1. Strategic Customisation—Discussions and interviews with client leadership enable us to integrate corporate strategy into the training and ensure that materials as well as participants and instructors and are focused on business outcomes.
2. Content Customisation—Huthwaite research has revealed that professionals remember more than four times as much from training that is perceived as highly relevant to their jobs than they do from generic training.  To ensure that workshops are applicable and compelling, we carefully tailor content to the selling environment and experience of each audience.
3. Facilitation Customisation—Workshops must be led by professionals who understand the client’s business, culture and sales challenges. Accordingly, we’ve developed a “get smart” process that enables our instructors to learn key insights from client management and to spend time in the field with sellers on actual sales calls.  All our faculty have significant tenure in sales, sales management and sales training.

Process Development

Our research and experience have shown that improvement initiatives often fail for two reasons: senior executives either assume everyone is “on the same page” or they believe that everyone will fall in line because they have been told to.

Unfortunately, tacit understanding–even if it exists–is never strong enough to serve as a foundation for the marked effort it takes to change performance. And even strong leadership is rarely enough to sustain the continuous commitment required.

To ensure comprehensive buy-in, Huthwaite will work with the client to ensure that management establishes the following:

• A common definition of success
• Roles and responsibilities at every level—before, during and after the training
• Metrics that drive behaviour change and business results
• Post-training coaching and reinforcement expectations
• A communication plan that links the training initiative with the organisation’s strategic goals

This organisational alignment process can be achieved through a series of interviews with senior executives, manager forums and targeted communication throughout the sales organisation.