About Imparta
Imparta helps companies to achieve significant and lasting improvements in sales and marketing effectiveness.
Expert Coaching
Reinforce learning at work through expert coaching.
Global Sales Study
Is your sales force world class? How do your salespeople compare to other companies in your segment?
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.
High Impact Workshops
High impact workshops linked to real business issues.
Online Tutorials
Online tutorials accelerate learning and save workshop time for applying knowledge. See demo at:
i-coach.com
Level 3 – Silver Level (Behaviour)
Level 3 assessments test whether the participants have actually changed their behaviour. These assessments are generally made against a competency framework that is tailored for each group, for example, business development staff vs. account managers vs. sales managers. For managers, coaching competencies are just as important as the functional ones.
The frameworks use specific descriptions of different levels of performance for each competence, providing a much more accurate measurement than simple numerical scales. For example:
Extract from a Competency Model (For a staff set in Corporate Sales)
The actual assessment can be carried out in a number of ways, including:
- Assessment by the individual’s manager. We use a number of techniques to ensure that consistent standards are maintained across the organisation, such as:
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- Training managers in observation techniques (using realistically scripted video case studies of good and bad performers);
- Tracking the quality and quantity of coaching and assessment using a simple automated Field Accompaniment Form to gather data;
- Monitoring results by manager for outliers and investigate accordingly;
- Assessments by Imparta experts, based on a sample of observed sessions (e.g. planning sessions and customer visits) to identify true level of adoption;
- Online assessment tools.
These measurements provide an extremely powerful management tool, at both the individual and organisational level.
Example individual report:
Example summary report:
For fuller details on an aggregated competency report click here:
If the level 3 measurement reveals pockets of low adoption, we help clients to design and implement remedial action (e.g. recent "campaigns" for one client focused on tools for increasing account penetration and had a major additional impact).
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