Measure results

The reason why the Huthwaite approach is unique is the fact that we really can measure results before, during and after training.
This means that your return on investment can be assessed and that everyone involved can see that the initiative has brought real results.  Sales training need not be an act of faith.

Measure results before training
At its most sophisticated, measurement begins before training.  In order to benchmark your existing sales approach we collect data on a number of live sales calls to record current seller skill levels, the call outcomes they produce, and customer responses.  This benchmarking establishes a base level against which to measure the success of the training.  It also provides us with the opportunity to provide you with tailored training models that match your people's skill requirements exactly.

Measure results during training
By using exercises, case studies and roleplays as vehicles for practise and feedback, we can measure skills at each stage of the course.  This allows individuals to work on those skill areas where they have greatest need and it equips them with a clear skill profile to guide their post course reinforcement.

Measure results after training
After training, we use your own sales managers to provide ongoing coaching and reinforcement.  As part of this process your managers collect data on live sales calls to measure results and ongoing skills change, to show how people are responding to coaching, and to gauge customer reactions to the new approach.  Just as importantly, this data can provide online information to participants about the coaching in order to guide their skill development, and to managers to allow the progress of the initiative to be monitored.

Measuring the results
Finally, the impact on bottom line results, in terms of increased sales and improved profit margins, can be measured to show the degree to which changing skill levels are linked to improved sales performance.

To learn more about Huthwaite, contact us.