©2012 Huthwaite, Inc.www.huthwaite.com

SALES PERFORMANCE ANALYTIC

THE SALES TRAINING LANDSCAPE Sales training requires a huge investment … ofmoney, time and effort. And it should pay hugedividends. But too often, it fails to produce intendedoutcomes. Resources are wasted, sales people don’tchange and everyone gets more cynical abouttraining.

This is largely the consequence of improperdiagnosis. Typical “assessments” in the salesperformance industry are based on the anecdotal“research” or subjective evaluations such as selfratingor manager evaluation. As a result, thetraining that is developed may address the wrongskills or miss key skill gaps altogether.

THE SOLUTION The most predictive and thorough diagnosis isaccomplished through Huthwaite’s Sales Performance Analytics. The Sales Performance Analytics measures your sales team in the full range of skills that sellers and their managers need to perform at a superior level.

Developed from our ground-breaking behavioral research, the Sales Performance Analytics allows you to pinpoint individual strengths and weaknesses and identify critical gaps across a sales force. It has two main purposes:

1. To allow you to assess the skills of your sellers, as well as those who coach or manage the sellers

2. To develop a data-based sales curriculum that will address the specific weaknesses of your sales force and its managers

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.

SALES PERFORMANCE ANALYTIC

THE MECHANICSThe Sales Performance Analytics is an online set of salesscenarios that diagnoses participants based on 174 enabling learning objectives. After administration of the diagnostic to the targeted audience, clients receive a comprehensive report that includes:

1. Performance analysis of both the organization as a whole and by demographics

2. A comparison of the organization against industry benchmarks

3. A basis for curriculum and metrics development for:• Driving performance change and business results• Evaluating the effectiveness of sales training over time• Laser-focused proficiency and reinforcement strategies

THE RESULTSThe resulting reports from the Sales Performance Analytics ensure that you are driving a successful performance improvement initiative with hard data backed by real research—not someone’s best guess. The training is easily connected to business issues, increasing the impact in the classroom. In turn, you can measure the results to develop a data-based case for return on training dollars.

©2012 Huthwaite, Inc.www.huthwaite.com

More About Huthwaite Our worldwide research analyz-ing more than 35,000 sales calls over a 12-year period is regarded as the most important study ever conducted in the sales field, and is summarized in the best-selling business book SPIN Selling, by Neil Rackham. Huthwaite’s ongoing research has led to the publication of dozens of articles and these additional books:

• Escaping the Price-Driven Sale (McGraw- Hill)

• Rethinking the Sales Force: Redefining Selling to Create and Capture Customer Value (McGraw-Hill)

• Major Account Sales Strategy (McGraw-Hill)

• Managing Major Sales (Harper Business)

• Getting Partnering Right: How Market Leaders AreCreating Long-Term Competitive Advantage (McGraw-Hill)

Huthwaite helps clients achieve measurable results by reinforc-ing an ongoing commitment to improvement. Using researched and verified models of saleseffectiveness, we create indi-vidualized solutions to help customers identify objectives, implement customized sales effectiveness programs, measureresults and reinforce learning over time.