Sales cultures don’t change because people “know” more; they change because people do different things consistently. In this session, Huthwaite International will share a practical playbook for turning sales training into consistent, observable behavior in the field. You’ll see how to: establish a shared sales language with a clear methodology, choose the best delivery methods for different teams, tailor embedding tactics, and reinforce the behaviors you want to sustain so improvements become self perpetuating.

Huthwaite experts will share examples of observable measures and “acts of sponsorship” that sustain momentum long after launch — without adding administrative burden. Expect ideas you can apply immediately to keep behavior change moving beyond the initial rollout.

Drawing on insights from top global companies, this session will show attendees how to:

• Define the core behaviors your sales methodology depends on
• Create a common language and align managers around it
• Design learning journeys that support long-term behavior change
• Measure behavior change using return on expectation (ROE) and connect it to sales performance

View full agenda.

Speakers

Tony Hughes, CEO, Huthwaite International Huthwaite’s CEO, Tony actively promotes the cause for sales and negotiation excellence in business development and procurement. He is a frequent guest speaker at conferences all over the world and has worked in over 50 countries. A regular judge on many business awards programs he is keen to see innovation in all aspects of business, particularly in new methods to ensure positive behavior change in Huthwaite clients.

Laura Errington, Chief Sales Officer, Huthwaite International Laura Errington is the chief sales officer at Huthwaite International, bringing senior sales experience across a breadth of sectors. Laura leads a team of client directors and client relationship executives, delivering impactful global training programs that drive both short- and long-term results. Alongside her leadership role, she works closely with a select group of clients — many of whom she has partnered with for several years — to help them achieve lasting, positive changes in their commercial teams.