Huthwaite Helps Sales Organizations Improve Performance.  Huthwaite’s story begins with our founder, Neil Rackham, a behavioral psychologist whose seminal 12-year research study of sales excellence remains to this day the only research effort of its kind.  Observing and analyzing more than 35,000 sales calls conducted by the world's leading selling organizations in 23 countries, Neil and his research team were able to isolate and identify distinct behavioral traits of successful sales people.

These findings gave rise to a number of models and frameworks including SPIN Selling®, our renowned methodology that revolutionized the world of sales and defines consultative selling to this day. 

Every year since the completion of our initial study Huthwaite has revalidated and expanded our research.  What has emerged from this continuous effort is the ability to objectively measure the actual impact of organizational change.  

Huthwaite is the only firm in our industry that can claim with certainty that the skills and models comprising our change management solutions are scientifically correlated with improved business outcomes.  Our use of behavioral research and analysis to  inform the development of tailored solutions, influence business outcomes and impact change is what sets us apart.

At Huthwaite, we have the skills, knowledge and know-how to diagnose problems, develop customized solutions, drive change and deliver results.  We know how to win in even the most competitive environments.