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11 May 2010 New white paper - 'Trust Flutters'

Global Sales Study

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Sales Effectiveness

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Why Imparta

When founder Richard Barkey started Imparta in 1997, the goal was to provide an antidote to an industry that was – and remains – focused on delivering events rather than results.

Expert Coaching

Reinforce learning at work through expert coaching.

Business Impact

What clients say about our impact on their business.

Quantified Impact

Value selling skills have a measurable impact on the ability of a salesforce to generate additional revenue and margin, but it takes more than training alone to achieve this.

Imparta measures impact using Kirkpatrick’s four levels:

Level 1 – Training reaction (did they like it?)
Level 2 – Learning transfer (did they understand it?)
Level 3 – Behaviour change (are they doing it?)
Level 4 – Business Impact (is it achieving the desired result?)

Levels 1 and 2 are relatively straightforward. Level 3 is typically measured using field observation against defined competencies. Imparta’s integrated approach to training, coaching and application support (sometimes called a Sales Academy or Sales Excellence Programme) achieves far better take-up than training alone, as shown below:

Training impact

We typically measure Level 4 impact using trends in pipeline data or audited case studies to identify where our approaches have helped a sale.For example:

“We have just signed a contract worth £3million revenue over the contract term. [Imparta’s training] was critical in helping the team win this account… by creating dissatisfaction with the current situation… uncovering value sleepers … and continually looking at our key decision makers’ risk factors.” “…it moved us from stalking horse into pole position” - Telecoms

“I used the pain/gain questions strategy & the discussion was phenomenal! They identified an opportunity that can potentially deliver twice ($5MM) the impact we initially expected!” - Industrial Products

Some overall examples of business impact from Imparta clients include:

A major Sales Academy run by Imparta has so far measured:

Attributable increased sales of £60m
Increases in customer engagement scores and employee satisfaction
That our approach increases success in competitive situations from 10% to 29%.
An increase in coaching activity of 400%
The top 10% of salespeople by improvement in sales competency are on average 30% HIGHER against their revenue target than bottom 10%

A leading professional services business won £62m of new business within six months of an Imparta intervention, having won little in the previous year.
Another professional services client identified $4.1 m of new business connected to our training among a measurement group of 22 individuals. Extrapolated figure for the rollout population was over $40m.