E ffectiveness of a Behavior Assessment Tool to Identify Pain in Patients With Dementia
Huthwaite E ffectiveness
2
©2012 Huthwaite, Inc. www.huthwaite.com eFFECTIVENESS THE BUSINESS CHALLENGE Once your salespeople learn effective, client-centered sales skills, how do you ensure they use them? Your salespeople are more likely to turn their newly acquired skills into habits if these skills are measured and consistently reinforced. CHANGING SALES PERFORMANCE Huthwaite’s program is a four-step process that challenges learners to reach a deeper level of understanding and assimi- lation. The eFFECTIVENESS program begins by reinforcing cognitive knowledge and gradually introduces the complex- ity of real-life situations until participants are able to use the skills appropriately in real-world experiences. STEP 1: REINFORCEMENT E-LEARNING The eFFECTIVENESS program begins with a 50-minute e-learning module that reviews and expands upon the key concepts taught in the classroom, including: • Meeting Needs • Advancing the Sale • Objection Prevention • Focusing on the Customer Each module includes a variety of interactive exercises and at least one simulation, allowing the participant to apply their skills to a customer interaction. STEP 2: 30 DAY APPLICATION PLAN Mastering a new skill in the classroom is one thing, but trans- ferring it to the real world is something completely different! It is easier to continue old habits than practice uncomfort- able new behaviors. To assist the learners, Huthwaite has created a series of 30 short application emails that are deliv- ered over a 7-week period. Each email suggests a small change the seller can make today in their road to mastery! Each email will contain the following three components: • Focus It—Recaps the skill and why it is important. • Try It or Apply It—Suggests an activity that the learner can complete in less than 10 minutes. Some encourage learners to obtain feedback from a colleague or coach. • Check It—Demonstrates an easy way for the learner to evaluate their performance in the activity. About Huthwaite As the world’s leading sales performance improvement organization, Huthwaite drives increased top line performance for our clients by optimizing every sales and marketing interaction with the buyer throughout the shifting revenue continuum. Founded on scientifically validated behav- ioral research, our methodolo- gies which include the interna- tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improvement and coaching programs that drive real business results.
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Transcript of Huthwaite E ffectiveness
©2012 Huthwaite, Inc.www.huthwaite.com
eFFECTIVENESS
THE BUSINESS CHALLENGEOnce your salespeople learn effective, client-centered sales skills, how do you ensure they use them? Your salespeople are more likely to turn their newly acquired skills into habits if these skills are measured and consistently reinforced.
CHANGING SALES PERFORMANCEHuthwaite’s program is a four-step process that challenges learners to reach a deeper level of understanding and assimi-lation. The eFFECTIVENESS program begins by reinforcingcognitive knowledge and gradually introduces the complex-ity of real-life situations until participants are able to use the skills appropriately in real-world experiences.
STEP 1: REINFORCEMENT E-LEARNINGThe eFFECTIVENESS program begins with a 50-minute e-learning module that reviews and expands upon the key concepts taught in the classroom, including:
• Meeting Needs• Advancing the Sale• Objection Prevention• Focusing on the Customer
Each module includes a variety of interactive exercises and at least one simulation, allowing the participant to apply their skills to a customer interaction.
STEP 2: 30 DAY APPLICATION PLANMastering a new skill in the classroom is one thing, but trans-ferring it to the real world is something completely different! It is easier to continue old habits than practice uncomfort-able new behaviors. To assist the learners, Huthwaite has created a series of 30 short application emails that are deliv-ered over a 7-week period. Each email suggests a small change the seller can make today in their road to mastery!Each email will contain the following three components:
• Focus It—Recaps the skill and why it is important.• Try It or Apply It—Suggests an activity that the learner
can complete in less than 10 minutes. Some encourage learners to obtain feedback from a colleague or coach.
• Check It—Demonstrates an easy way for the learner to evaluate their performance in the activity.
About HuthwaiteAs the world’s leading salesperformance improvementorganization, Huthwaite drivesincreased top line performancefor our clients by optimizing every sales and marketing interaction with the buyer throughout the shiftingrevenue continuum. Founded onscientifically validated behav-ioral research, our methodolo-gies which include the interna-tionally renowned SPIN® Selling program, guarantee sales success. Huthwaite assesses your organization’s needsand develops customized salesperformance improvement andcoaching programs that drive real business results.
eFFECTIVENESS
©2012 Huthwaite, Inc.www.huthwaite.com
Huthwaite is the world’s leading sales performance improvement organization. Founded on scientifically validated behavioral research, our methodologies which include the interna-tionally renowned SPIN® Selling, guarantee sales success. Huthwaite assesses your organization’s needs and develops customized sales performance improvement and coach-ing programs that drive real business results.
Huthwaite…Creators of SPIN® Selling.
STEP 3: REAL WORLD APPLICATION SURVEY AND POST-ASSESSMENTLaunched approximately 50 days after completion of the Reinforcement E-learning, these two instruments combine to give the individual a prescription for future development.
• Real World Application Survey—captures sellers’ challenges and successes.• Post-assessment—measures the seller’s ability to apply the key concepts to selling situations.
STEP 4: INDIVIDUAL REINFORCEMENT MODULESUp to this point in the eFFECTIVENESS program, all skills have received equal focus. With a strongfoundation in place, focus now turns to individual skill gaps or weaknesses. Based on the results of the Post-assessment, individuals are directed to short e-learning reinforcement modules the focus on their individual development opportunities.
BONUS:Organizations who enroll a minimum of 10 participants in the eFFECTIVENESS program will also receive summary reports of the Real World Application Survey and the Post-assessment. These reports will point to Manager-led Reinforcement Modules that can be used in staff meetings to improve weaknesses and go beyond the basics to mastery.
