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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.
Expert Coaching
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Business Impact
What clients say about our impact on their business.
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. We believe that there are several elements that set Imparta apart from most training companies:
- Understanding of Change.
- Focus on Impact.
- Practical, Researched Approaches.
- Superior Learning Technology.
- The Personal Touch.
Imparta understands the barriers to adopting new skills and behaviours, and we offer a series of straightforward but highly effective solutions. This includes training managers to coach (and coaching them in turn), providing reinforcement to address ongoing issues of motivation and skill, and an integrated suite of Internet and mobile learning and application tools that complete the link between learning and doing. Proper change management can create dramatic improvements in skill uptake (up to 80% certified adoption) and business results (as much as £60m in additional revenue from a single group of business developers).
Running a training course with no measurement is like flying a plane with your eyes closed – you have no way track your progress along a given course, or to correct any course deviations. Imparta has a dedicated ‘Client Impact’ team who track, analyse and report the impact of our training activities at multiple levels, based on the Kirkpatrick model.
Imparta’s content is practical, researched and highly effective - for example, our core sales approaches were developed in tandem with Neil Rackham, author of SPIN® Selling and a world authority on sales effectiveness. Neil and his team ran the largest ever research project conducted in the sales field, and this work has been updated through Neil’s collaboration with John de Vincentis (former leader of McKinsey & Company’s Sales Practice), which covered 120 clients around the world and was crystallized in their book ‘Rethinking the Salesforce.’
Most training fails to provide the experience and reflection that adults need to build new skills, so a few weeks later less than 13% is retained and applied (ASTD, HR Chally). Imparta programmes, on the other hand, significantly increase retention because they are truly experiential. We incorporate diagnostics, advanced computer-based simulations (where we are a world leader), and a range of other vehicles for practice and application including the RM3 Account Management software. As a pioneer in blended learning, Imparta also provides a technology infrastructure to support the wider learning process and meet specific client needs. Imparta has significant capability in both traditional and e-learning custom course development, and is a Microsoft Gold Certified Development Partner.
Imparta’s people are practitioners and business people first, rather than just trainers. Going the extra mile is part of our DNA, and we are completely committed to meeting your business objectives – in a way that is sophisticated yet not a drain on your own resources. We assign a named Client Service team to each client, and since our strategy is to have a small number of clients with whom we work closely, all of our clients are “on the radar” for our senior managers.
The impact of all these factors is perhaps best summarized by the following comments from O2 – one from the perspective of their Sales Academy Manager, and one from a participant:
“The prospect of creating and implementing a Sales Academy was a challenging opportunity for O2 UK. Imparta, from the beginning right through to this very day, have been an immense source of value and support. Imparta create value at every opportunity, are always focused and mindful of our needs and always deliver on their promise. The team are all incredibly supportive and provide a consistent and reliable approach to dealing with various challenges on both a tactical and strategic level. Imparta are the difference that makes the difference!” – Head of Sales Development, O2 UK
“My interest in sales force development goes back many years having attended several of the ‘world recognized’ sales training programmes, implemented by world leading companies. After attending these programmes and having gained the benefit of understanding all leading sales methodologies like Miller Heiman, TAS, Holden and Rackham, the Imparta Academy clearly ranks head and shoulders above anything else I have seen.” – Sales Manager, O2
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