Our new Huthwaite Virtual Training Campus provides the interactive experience of learning skills that is closest to 'the real thing', but minimises the financial and environmental costs. People don't need to leave their desks – wherever they are in the world.

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We're not trying to be Festive killjoys – what you get up to at the office Christmas party is your business! In any case, Huthwaite has always had a rather specialised definition of how people behave. Our focus on rigorously categorising verbal behaviour allowed us to develop our core research tool featured in this month's Insight - 'Behaviour Analysis'.

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Our recent research showed that too many organisations rely entirely on the skills of their negotiators. But the key to success lies in improving all aspects of negotiating. Individual skills are only one of ten critical areas that need to be addressed to produce optimum results.

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The season may be autumnal, but some commentators have detected the 'green shoots' of a new economic spring. Sooner or later recovery will indeed dawn and those organisations that have survived will emerge from their bunkers, blinking in the unfamiliar sunshine. If you're one of them, just how fit will you be to take advantage of the improving business climate?

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In today's tough business climate, sellers are exhorted even more to 'create value' and 'add value' for their customers. Many sellers interpret this as pressure to go that extra mile, provide that additional service or give the customer that further product enhancement in order to generate customer loyalty. The trouble is that this added customer value is mostly provided free, with two unfortunate consequences...

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This month's Insight is all about the launch of Skill4 International - a new business within the Huthwaite International group. And it came about as a result of an insight that you shared with us, instead of the usual other way round.

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The title of this 2007 hit for Britney Spears neatly captures what many organisations are asking of their sales force in these difficult times. They are driving up activity; demanding more sales calls, more customer visits, in the hope of producing more sales. But what if the problem is effectiveness rather than efficiency?

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It's tough being a salesperson right now, squeezed on all sides - pressure from management to bring in business and pressure from customers to reduce prices. Do you feel caught between a rock and a hard place?

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