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11 May 2010 New white paper - 'Trust Flutters'

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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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New white paper - 'Time and Territory Management'

Effective selling is not just about what happens when your team is in front of their customers. The actual proportion of time spent selling effectively depends on several factors:

The % of time spent actively selling (vs. other things, including travelling), multiplied by;
The % of time spent selling to the right customers, multiplied by;
The % of time spent doing the right things in sales calls.

Our research shows that the % of time in effective selling can be as low as 8% for a typical salesforce.

This represents a huge opportunity. Improving time and territory management by a small amount can easily double your effective sales time – the same impact as doubling your salesforce, for a fraction of the cost.

This white paper sets out some of the key issues involved in improving sales effectiveness that you should consider