To facilitate the move into a new market in data analysis and manipulation IMS needed to reposition the salesforce to be a consultative, client focused team spanning the globe with a single, and quality assured solution.
Huthwaite assisted this process through a series of training courses covering SPIN^® selling, Account Strategy for Major Sales, Negotiation skills and elements of management skills.
There are comments on the project from Greg Parish, Group Director for Sales Development at IMS.

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When a company relies on a network of national service teams to provide Europe-wide service, it is vital that they use a mode of communication that is appropriate to their market, consistent with their sales teams and helps them effectively realise business opportunities. IMS Health discovered the benefits of combining local expertise with consistency when Huthwaite were retained to deliver a pan-European solution to their needs.

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Ian Froggatt, director of sales operations at pharmaceutical intelligence provider, IMS, describes the critical role played by a behaviour change programme in meeting the challenge of new markets and increased competition.

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