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In order to help our clients achieve desired business outcomes, we start by helping them gain clarity about the conditions they seek to change. This means examining environmental conditions at both the individual and organisational levels. Individual Diagnosis We rely on genuine behavioural science to help clients identify the specific skills sellers and managers most need to develop. Huthwaite’s diagnostic capabilities are based on empirical data—not opinion, guess work or “gut feel”—and allow for objective assessment of individual capability. That allows us to pinpoint areas for skill improvement that will provide the highest and most immediate return on training dollars. By contrast, typical “assessments” in the sales performance industry are based on the anecdotal “research” of training vendors or highly subjective evaluations like self-rating and manager-rating. As a result, training is developed that may address the wrong gaps or miss key gaps. Organisational Diagnosis Huthwaite has spent 35 years studying the science of selling and the market forces that influence its application. We draw from that experience to help clients diagnose the environmental conditions affecting their sales efforts including:
Such organisational diagnosis allows us to arrive at a mutual understanding of desired business outcomes and a consensus of what success looks like. Combined with the results of the individual diagnoses, this understanding then drives the selection and deployment of the components of the other stages of the engagement: |
