SPIN® - A positive impact on sales

Written by Huthwaite International

Proof of consistent, sustained & contemporary return on investment. A client success story of how SPIN® has made a positive impact on sales for Urgo Medical.

The true test of training effectiveness is the success it brings to the organisation paying for it. No other measure really matters. Interesting content, enjoyable events and engaging trainers are all very well – but if the training project doesn’t change anything, it isn’t worth much.

We at Huthwaite International, and our client Urgo Medical, a leading wound care and dressings company, were of one mind about this when we began talking about a selling skills improvement project in 2013.

They didn’t just want their entire UK sales force trained in the best consultative, persuasive skills model available; they also wanted to know how, where and when it was starting to change both the behaviour and the impact on sales results of the team. And for our part, we are always on the look-out for clients who are prepared to undertake a thorough productivity exercise as part of a project such as this.

Urgo Medical have demonstrated that by using SPIN® selling skills, they have improved their call outcomes five fold and sales have improved 19% in 2014 and 15.4% in 2015 to date.

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