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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Moscow is one of the most challenging places to train as well as to sell these days. That is why negotiation skills are so very important to a supplier like Oracle, operating in the competitive software market.

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Sun Microsystems has long been one of the world's leading IT systems providers, with an excellent track record and reputation. However, the organisation has discovered that it is less well recognised as a total solutions provider, and is taking actions to correct this misconception.

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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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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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Having a reputation for producing world-class products in the fields of superconductivity, analytical equipment, medical equipment and magnets for Magnetic Resonance Imaging wasn't enough for Oxford Instruments - they wanted a world-class salesforce to match. With comment from Dr Jim Hutchins on the training, the trainers and its application in the workplace.

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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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