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One of the fundamental truths we’ve learned about performance improvement is that measurement is the engine of change. And the most effective measures are objective and straightforward.
With the world’s largest body of behavioural research on selling (see the Research section), Huthwaite has developed the only comprehensive system of empirical measures in the sales training industry. Only Huthwaite can say with confidence that we can apply “hard” measures to “soft” skills.
Using a variety of validated assessment tools and processes, Huthwaite can readily equip our clients not only to accurately quantify outcomes, but also to recognise and measure the behaviours that are predictive of success—ensuring greater speed to productivity.
Huthwaite can provide measurement on four levels. Typically, clients opt only for the first three as they are grounded in behavioural science and are, therefore, leading indicators of success. The fourth level requires a higher degree of effort, expense and risk.
- Reaction and Planned Action - Immediate post-workshop evaluations tailored to measure:
- Understanding of the connection of training to desired business outcomes
- Relevance of the training to participants’ job responsibilities
- Skill areas for continued development
- Potential business results that can be achieved by applying the new skills
- Learning and Applicability - At designated intervals post-training, Huthwaite administers our online Leading Indicator Field Audit™ (LIFA™), which measures:
- The ability to apply specific behaviours in the field
- Skills that still need additional reinforcement
- The frequency and success of coaching
- Successes in the field
- On-the-Job Behaviour
Managers are taught the skills necessary to observe their sellers in the field and recognise key behaviours or the lack thereof. Tools are provided to help managers record the results of on-the-job assessments and develop individual improvement plans.
- Business Impact/Return on Investment
Measurement at this level, if conducted correctly, is a more complex task because it requires accounting for mitigating factors—market forces, organisational issues, competitive landscape, etc.—and providing control groups. Nonetheless, we have successfully conducted such measurement in the past and would be willing to explore future efforts with interested clients.
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