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11 May 2010 New white paper - 'Trust Flutters'

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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.

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Sales Training Company Beats the Market by Taking its Own Medicine

Imparta has grown rapidly to become one of the largest sales training companies in the UK, and unlike many, it’s a company that takes its own medicine. Imparta runs an internal Sales Academy for its customer-facing staff, and sales grew organically by 24% in 2008. Performance was particularly strong in the second half of the year, in the teeth of the recession.

Richard Barkey, the founder and CEO of Imparta, commented: “These are undoubtedly difficult times for all salespeople, but the principles that drive performance in good times also work in a downturn. Our approach sounds simple: understand customer needs and act as a trusted advisor to help them buy the right solution for their needs. Making that philosophy stick is harder than it sounds, though, and it is where our expertise lies. Our approach works for our clients, and I’m delighted to say that it works for us too.”

“The recession has lifted the bar on sales training. Companies are no longer prepared to invest in open courses or standalone training with little impact. However, they are if anything increasing their investment in joined-up capability building systems that can have a real and measurable impact on performance. One client recently found that a one point improvement in critical sales capabilities correlates to a 66% improvement in sales vs. target”.

Imparta has published a free white paper, The Sales Behaviours That Keep Companies Winning, that sets out the thinking that has helped the company and its clients to perform well when others have not.