News: Huthwaite develop sales academy for Rezidor

One of the fastest-growing hotel companies in the world, the Rezidor Hotel Group, is the latest leading brand to benefit from sales expertise at Huthwaite International in Rotherham.

The Wentworth company is a market leading behaviour change consultancy and specialises in consulting and training on all aspects of sales.

The operator of Radisson Blu and Park Inn hotels has worked closely with Huthwaite International to develop its highly successful sales academy, which combines a common sales approach based on identifying and satisfying customer needs with the flexibility to work within each brand and region that they operate.

Each year, up to 300 Rezidor sales staff attend training courses based on Huthwaite International's methodology. The current series of improvement initiatives, which includes sales, sales management and negotiation, continues to expand, with a new account development programme currently underway.

Jan Spooren, people development director at Rezidor said: "Our sales teams had to develop a deeper understanding of our clients' requirements, in order to propose solutions which aligned more closely to their business challenges.

"Huthwaite International also practiced what it preached, by working hard to understand our business and its challenges before putting together an appropriate
recommendation that would meet this objective."

During the recent recession, training sessions placed even greater emphasis on how to build value for each Rezidor brand in the face of unprecedented price pressure. More locally too, programmes were also adapted to address specific problems. For example, new hotels in Johannesburg suffering a significant drop in business immediately after the 2010 World Cup.

As well as boosting sales, Rezidor has also witnessed an improvement in staff retention, as employees recognise the company's increased commitment to their personal development. "This also feeds indirectly through to greater customer loyalty," adds Spooren, "as customers build trust and confidence in longer-serving
staff, resulting in stronger relationships."

Huthwaite International website

Images: rezidor.com