- A consultative selling skills development programme delivered exceptional results for Houghton, world leader in industrial fluids and fluid management
LONDON, Oct. 8, 2013 /PRNewswire/ -- Frost & Sullivan has been shortlisted for the prestigious Training Journal Awards across two categories - Best Sales Programme and Best Practice in Learning Transfer. The nominations came as a result of the work undertaken with Houghton, a world leader in industrial fluids and fluid management, on the HELIX programme.
HELIX is a consultative selling and management development programme - created by Frost & Sullivan in collaboration with Houghton - that brought together a disparate European sales team to sell consultatively in alignment with the company's Customer Intimacy strategy. Within 12 months of completion, the programme delivered adoption of standard sales processes, tools and systems. It also increased customer intimacy and satisfaction based on greater appreciation of value and a partnership approach. Furthermore, it generated an increase in gross margin by four times the original target, from selling higher value products and services.
Speaking about the nominations, Emlyn Middleton, Business Unit Leader for GIL University at Frost & Sullivan commented: "External recognition such as this is always welcome. It is a great benchmark for us to ensure that the solutions we deliver are leading the way in performance improvement. The team who made this happen put in a phenomenal amount of work. I am proud of each and every person that worked on HELIX to make it the success that it has become."
Delivering a project of this scale and complexity was not easy, as Emma Williams, Programme Manager at Frost & Sullivan, pointed out: "It has been a true partnership with Houghton that has enabled us to create the type of sustained change we have achieved on this project. It is nice when we can put some solid numbers around the project to evidence the ROI generated, but we take the most pride from playing our part in delivering the transformation successfully for Houghton, in what was a complex and at times challenging environment."
"It is not just about great sales figures, although they help!" commented Steve Taylor, President - Houghton Europe, Middle East & Africa. "It is about where we are going as a company. We are extremely ambitious for growth. Working with Frost & Sullivan to create and deliver HELIX has given us the platform to enable those ambitions - we are now ready for blast off!"
The Training Journal Awards have been promoting excellence and innovation in Training and Learning and Development since their inception in 2006. Their mission is to highlight the critical role that learning and development can have within organisations. The awards will be announced at the annual Training Journal Awards ceremony at the end of November.
To receive a complimentary brochure about the HELIX programme and to find out about targeted training and management solutions Frost & Sullivan can provide companies with, please contact Chiara Carella, Corporate Communications, at chiara.carella@frost.com.
