Huthwaite Story

Huthwaite’s story begins with our founder, Neil Rackham, a behavioural psychologist whose seminal 12-year sales research study remains to this day the only research effort of its kind (please see Research and Intellectual Property ). Observing and analysing more than 35,000 sales calls, Neil and his research team were able to isolate and identify distinct behavioural traits of successful sales people.

What made this research groundbreaking was that the results pointed to specific behaviours—not sophisticated or slick closing techniques—as the key to successful selling. 

These landmark findings inspired a number of models and frameworks, most notably SPIN Selling®, our renowned methodology that revolutionised the world of sales and defines consultative selling to this day. 

Every year since the completion of our initial study, Huthwaite has revalidated and expanded our research. What has emerged from this continual effort is the ability to objectively measure the impact of our training programs. By removing subjectivity from the process, we can empirically quantify the difference that we make.

We are the only sales performance firm that can legitimately claim that our solutions are scientifically correlated with improved business outcomes. 

At Huthwaite, we have the skills, knowledge and know-how to diagnose problems, develop customised solutions, and implement training that drives change and delivers results.