©2012 Huthwaite, Inc.www.huthwaite.com

Coaching SPIN® 2.0

Huthwaite’s Coaching SPIN® solution is based on the funda-mental principle that coaching is essential to optimizing sales force productivity. This workshop will help you achieve systematic skill improvement by enabling sales managers to become effective sales coaches.

The Coaching SPIN® solution is for sales managers and execu-tives at companies that are under pressure to develop the skills of their sales forces and increase visible returns on their training investments. It is for front-line sales managers who want to establish a higher level of performance as thestandard and who recognize that this requires their active involvement. Coaching SPIN® will benefit companies that need to find better ways of motivating their sales forces to use the skills that improve bottom-line sales results as well as companies that are finding it increasingly difficult to combat the problems of career stagnation and turnover among topperformers.

Coaching SPIN® will provide you the skills necessary to:• Use researched coaching models to interact with sales professionals in a way that reinforces the

desired selling standards• Avoid barriers and traps that hinder coaching efforts and undermine sales goals• Optimize coaching time by erasing doubts about when to coach versus when to sell• Aid salespeople in planning calls that achieve positive, bottom-line results• Recognize and encourage specific behaviors that correlate with overall success, rather than rely

on quotas to measure performance• Establish coaching priorities by identifying members of the sales team who will most benefit

from coaching

Microsoft reports “exceptional results” from their Huthwaite Coaching program!

Upon completion of the Coaching SPIN® program, you will be able to:• overcome coaching fears and create receptivity to coaching• build team support for coaching and skill improvement• provide feedback in a way that motivates and leads to positive change• help salespeople plan their objectives before a call• watch salespeople and collect relevant information during a call• use data after a call to determine what coaching is needed• enhance the ability of sellers to better understand their customers’ business issues

The Aberdeen Group’s

2011 research on sales

training showed that

Huthwaite customers

out-performed all other

firms surveyed in team

attainment of quota,

customer renewal rate

and lead conversion rate.

Delivery OptionsThis is a two day, participatory program with frequent opportunities to practice the skills and behaviors that lead to sales success.Here’s how you can take part in our programs:• Attend one of our regularly scheduled public workshops

(includes Integrated Learning Experience)• Have a customized on-site session delivered for your team

(includes Integrated Learning Experience)• Participate in our Train the Trainer program

Reinforcement and Integration with CRMHuthwaite’s Call Plan integrates seamlessly with Salesforce.com and is available for free. The Call Plan and Call Plan Template can be saved, shared, and exported. For more information on downloading this app, please visit us at www.huthwaite.com.

Huthwaite Dealmaker reinforces positive selling behaviors by embedding them into daily use. Huthwaite Dealmaker works with most CRMs or as a standalone tool. Learn more about Huthwaite Dealmaker by visiting us at www.huthwaite.com.

©2012 Huthwaite, Inc.www.huthwaite.com

Huthwaite’s Public WorkshopsHuthwaite’s Public Workshops impart the skills, tools and strategies you need to gain the competitive edge. These dynamic workshops give youand your sales people the springboard to maximize sales skills, shorten sales cycles and close more business.

Huthwaite Offerings

SPIN® Selling – Proven method-ology to improve sales perfor-mance

Winning Sales Strategies™ – Gettools for analyzing competitive account positions

Buyer Focused Marketing™ – Create customer demand by resonating, motivating and differentiating

Negotiating Skills™ – Using the most sophisticated negotiating model ever devised, plan for win-win results

Desperately Seeking Prospects – Attain practical methods for selecting the right targets and planning and executingeffective prospecting calls

* Each offering above has a one-day coaching component