Competition in specialty chemicals is growing and the pressure to maintain profitability levels is higher than ever. As a global leader, Ciba recognised the power of world-class sales skills to realise its mission of being number one in all its chosen markets.

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Following a major restructuring of the RSA Group, leading behaviour change consultancy, Huthwaite International, was appointed to develop a global training programme to improve selling skills - as an integral part of a broader change initiative to create a stronger sales-oriented culture and business focus.

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RSA is one of the world’s leading insurance groups. Following a major restructuring of the Group, as part of its new growth strategy, RSA developed a company-wide Sales Effectiveness Programme. One of the key work streams has been improving selling skills. As part of this, a global training programme was developed in conjunction with Huthwaite International.

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Huthwaite Hellas started operating in Greece in 1997. Since then several hundreds of participants in an impressive number of companies from different industries have been trained by Huthwaite Hellas in sales techniques. It is therefore with due reason that Huthwaite can be proud for its positive contribution in changing the perception and the behaviour of modern salespersons as well as the structure of their sales departments. Besides, let us not forget their philosophy "change behaviour change results"

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As more and more companies operate on a global, rather than national, basis, Huthwaite explores the issues around rolling out a sales model which is applicable across business, cultural and linguistic boundaries.

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Aggreko plc took its time choosing a behaviour change partner, recognising the enormous potential impact of the right choice. In Huthwaite they found a partner who delivered even more than the rigorous selection process demanded.

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In 2002 Baxter Healthcare involved Huthwaite in training for the European Marketing Group responsible for the development of promotional support materials. The objective was to align the promotional materials with the SPIN^® sales approach adopted by the sales force, to produce materials, which focused on how the products could solve customer problems and meet their needs rather than just describe the solution. The article contains comment from Jon Parker, Director of Training at Baxter Healthcare, about the needs behind the project, the approach taken by Huthwaite and the results achieved.

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Training at the network computing company Sun Microsystems highlighted the importance of understanding customer needs as it moved from a product - to a solutions-based offering.

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The first of 2 articles on Beckman Coulter as it launched its PROSELL initiative to 53 managers at their international conference in Switzerland . The article discusses the setting up and delivery of a global sales training initiative.

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