Address:
- Hoober House
- Wentworth
- South Yorkshire
- S62 7SA
Telephone Number:
+44 (0)1709 710081
Fax Number:
+44 (0)1709 710065
Website:
www.huthwaite.co.uk
Email:
webinfo@huthwaite.co.uk
General Description:
Huthwaite International are sales training experts who help clients improve the sales performance of their business. For over 30 years we’ve been helping businesses across the world transform their sales performance; delivering long-term, tangible results through our behavioural change methodologies.
Our consulting approach works. We’ve spent decades learning which key behaviours deliver outstanding sales performance. This has been achieved by carrying out rigorous research, and extensive ongoing analysis of the behaviours of the very best sales professionals. And it’s this unrivalled knowledge that enables us to meet our clients’ needs, and more importantly, helps them meet the needs of their customers.
Activities:
The Huthwaite approach to delivering ROI
Each stage of our consultancy has been developed to ensure that projects achieve the sustained behaviour change that in turn will deliver the required results. Throughout each stage, we work with clients to measure the changes and results.
1. Content Diagnosis
Here, we pinpoint where the client's people are, assess where they need to be and begin to define the content of a solution that will get them there. We identify best practice within the sales operation and compare it to market sector benchmarks within our research base.
2. Process Diagnosis
We assess levels of receptivity or resistance within the client organisation and help the client plan how to deal with all issues that threaten the success of their project. We customise materials to maximise their face validity and, where appropriate, translate them for delivery by our international network to ensure they fit with local culture. All this comes together in a tailored implementation plan that meets the client's needs and constraints but maximises impact.
3. Intervention
Here our objectives are to enable the client's people to demonstrate to themselves measured improvement and to apply new behaviours in their 'real world'. We achieve this through training, tailoring content to their requirements, and delivering through a variety of mediums best suited to the client's situation.
4. Integration
We instill behaviour change for lasting results through:
- Intermediate reinforcement, where typically we enable client managers to measure the new skills, and then coach and reinforce them over a fixed timescale.
- Long-term reinforcement, to maximise continued ROI long after project completion.
Key Personnel:
Board of Directors
Tony Hughes - Managing Director
Tim Richmond - Chairman
David Freedman - Sales Director
Annalize Cuthill - Sales Operations Director
Karen Watson - Director and Company Secretary
Business Directors
Alison Morris
Nigel Owen
Peter Belsey
Steve Thurlow
Business Development Managers
John Read
Lisa Graham
Neil Clothier
Consultants
Alan Le Roy
Alison Smith
Cheryl Morris
Claire Cologne
Graham Short
Julian Farrell
Lee Cumberbatch
Paul Loxley
Samantha Burnham
Shaun James
Research and Design
Andrew Moorhouse
Janet Curran
Alliances:
SAMA - Strategic Account Management Association
IACCM - International Association of Commercial and Contract Management
UKAPMP - Association of Proposal Management Professionals
ISMM - Institute of Sales and Marketing Management
ISMM Think Tank
BESMA - British Excellence in Sales & Marketing Awards - Judges
UBM - United Business Media
NSA - National Sales Awards - Judges
UK Office Locations:
UK Head Quarters
South Yorkshire
Regional Office
Central London
Worldwide Coverage:
For global and international clients, we have local representation in over 45 countries and more than 30 languages. This brings a seamless and consistent face to every touchpoint in our clients' businesses, which in turn gives them a consistent face to their clients.
- Argentina
- Australia
- Austria
- Belgium
- Bosnia & Herzegovina
- Brazil
- Bulgaria
- Chile
- China
- Columbia
- Croatia
- Cyprus
- Czech Republic
- Denmark
- Egypt
- Finland
- France
- Germany
- Greece
- Hungary
- India
- Israel
- Italy
- Japan
- Luxembourg
- Macedonia
- Mexico
- Netherlands
- Norway
- Poland
- Portugal
- Romania
- Russia
- Saudi Arabia
- Serbia & Montenegro
- Singapore
- Slovakia
- Slovenia
- South Africa
- Spain
- Sweden
- Switzerland
- Taiwan
- Thailand
- Turkey
- UAE
- UK
- USA
Consultancy Services:
90% of our work is bespoke, behaviour change projects for our clients. These projects involve the provision of customised client advice and tailored business solutions.
Our behavioural change solutions involve training and consultancy, the latter at various stages of each client project:
- Diagnosing the behaviour change required and the appetite for change. Our consultants use a range of tools, including behavioural analysis, to analyse training needs and provide fact-based advice.
- Designing the training element of the implementation, involving creating new or tailoring existing training designs, reference and practice materials, the launch process and agreeing success measures.
- Designing the reinforcement element of the implementation, typically involving the training of internal people as coaches and the integration of Huthwaite and/or client processes and tools.
- Measuring the progress and impact of the project implementation and creating further training and/or reinforcement support as appropriate.
Industry Sectors:
Because Huthwaite's best practice skills models are behaviour based, we have yet to find a sector where these skills can not be successfully applied. Below is a selection of the sectors and segments in which we have worked:
- Accountancy
- Aerospace & defence
- Applications & software
- Automotive
- Banking
- Business services
- Chemicals
- Construction & civil engineering
- Consultancy services
- Document management & publishing
- Electronic & electrical equipment
- Engineering & machinery
- Freight and Logistics
- Insurance
- Internet services
- Investment
- IT consultancy
- IT enterprise vendors
- IT hardware
- IT services
- IT storage and security
- Legal services
- Leisure, Entertainment & Hotels
- Local & national government
- Medical devices and consumables
- Mining, metals, forestry & paper
- National Health Service
- News and data distribution
- Non-profit making bodies
- Oil & gas
- Outsourcing
- Packaging
- Pharmaceuticals & biotech
- Postal
- Public sector
- Retail
- Telecommunication services
- Utilities (electricity, gas & water)
- Wealth management