HuthwaiteGreeceLambros Yannouchos, (left) president of the Greek Institute of Sales with George Pastidis, Huthwaite, and Michalis Boussias, managing director Boussias Conferences
Behavioural change consultancy, Huthwaite International has won an international sales award for its work with industrial giant, Siemens.
An award for outstanding sales excellence was presented to George Pastidis, Huthwaite country manager for Greece, at the country’s national Sales Excellence Awards, held at the Grande Bretagne in Athens. Organised by the Sales Institute of Greece, the awards are designed to highlight and reward the best sales practices in all business sectors and to highlight those who have demonstrated best practice and initiative on sales.
Following a collaboration with Greek delivery partner ICAP Training Solutions, the award recognises the highly successful implementation of Huthwaite’s Account strategy for major sales course. A practical, research-based training programme, the course gives sales and bid professionals the strategic and behavioural skills to manage major opportunities in highly competitive situations.
Irene Karamani, human resources manager for Siemens Greece said: "The Huthwaite programme was just what we needed to mobilise our sales force in this difficult economic period. It is clear that there is a measurable improvement in important skills. Our executives understand in-depth the decision-making process in a large and complex sale, have learned to use Huthwaite’s SPIN® model strategically, to identify and influence the needs, buying criteria and concerns of all key players in a large account opportunity."
George Panagiwtarakos, general manager of Siemens Healthcare, paid tribute to the training experience from the delegates’ viewpoint: “Huthwaite consultants demonstrated rare professionalism and enthusiasm; they were totally focused on our needs and have devoted much time to understanding our business. Their lively, customised exercises and full of energy trainers offered us days of learning with unexpectedly positive impact. Huthwaite’s practical Sales Toolbox is already part of our culture."
Huthwaite delivers training to businesses in more than 40 countries and 30 languages. The Sales Excellence Award is the company’s first Greek accolade and reflects the universal relevance of the company’s programmes.
George Pastidis, country manager for Huthwaite in Greece (in partnership with ICAP) was understandably delighted. “This is a tribute to the hard work of people from both of our organisations in designing and implementing a strategic sales performance project that is already returning visible improvements. Yes, the market is tough at the moment but that makes it even more important that companies, like Siemens, ensure that their business-winning skills are the best they can be. We are delighted to be working with them and to share this success.”
Huthwaite CEO Tony Hughes said: “George and his colleagues in Greece represent all that is best about Huthwaite: professionalism, innovation and dynamism. It is no surprise that his clients and a prestigious body such as the Sales Institute of Greece recognise and reward this excellence.”
The training project took 72 days to complete and saw 165 delegates develop the behavioural skills and strategy to secure major sales.