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Our Blog

Welcome to the official Imparta blog; here you will find the latest in-depth analysis of recent industry trends surrounding sales, marketing and customer service from some of the industry's thought leaders.

Reflections on Learning Technologies 2017

Reflections on Learning Technologies 2017 Learning Technologies was a great success for us – not only did we get to meet some wonderful people, but it acted as the backdrop for us to publically launch our innovative new offering, The Imparta Virtual Sales Academy®. The Virtual Sales Academy stand featured the very popular sales...
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E-Learning Optimises Induction

In the third instalment of our series, we look at a solution to the challenges of sales induction. E-Learning Optimises Induction In the early years of e-learning, many companies confused cost savings with value. Libraries of e-learning modules were subscribed to, LMS systems purchased, and cost savings celebrated. But learners were...
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Sales Induction – a Necessity or a ‘Nice to Have’?

In the second instalment of our Sales Induction series, we quantify the critical need for a comprehensive sales induction programme. Sales Induction – a Necessity or a ‘Nice to Have’? You’ll know from the first part of our induction series that a first-class induction programme requires a significant investment in time and money. If...
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Sales Induction - Challenges, Opportunities and Solutions

Welcome to the first of our sales induction blogs. Over the coming weeks, we will discuss the importance, challenges and opportunities associated with successful sales induction programmes. Here we look at the real costs of bringing on new salespeople. Sales Induction - Challenges, Opportunities and Solutions Sales talent hiring at...
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Awards, Accreditations and Prizes – are they worth it?

Awards, Accreditations and Prizes – are they worth it? Imparta has enjoyed a recent flurry of success, winning multiple industry awards and notable accreditations. This included a Gold for Sales Training Practice of the Year at the 2016 Stevie® Awards, inclusion in TrainingIndustry.com’s Top 20 Sales Training Companies list for the...
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Battling with robots: Selling in a world of automated procurement

Battling with robots: Selling in a world of automated procurement Emlyn MiddletonClient Director Poking at, ranting about and dismissing online procurement tools is the birthright of all salespeople. When I go to conferences and events, this topic is often the icebreaker. We trade horror stories about how difficult these tools are to...
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How your sales team can set you apart in a commoditised market

How your sales team can set you apart in a commoditised market Janet Garcia In the past, business success was all about size – the large eating the small. Today business is all about speed – the fast eating the slow. However, most people and organisations react to a change in the market by protecting and defending. People prefer the...
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The Mixed Bag

The Mixed Bag Taking on a salesforce of mixed abilities, background and experience We’re approached by many sales organisations who have suffered from frustrating legacy organisational challenges. They have to overcome these challenges to progress, but are wary of the cultural and organisational implications of changing too much, too...
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The five trends in B2B sales learning and development for 2016

The five trends in B2B sales learning and development for 2016 As we approach the end of the year, we’ve been thinking about what 2016 will bring for L&D teams delivering performance improvement in B2B sales training. For many companies, the dominant trends in B2B sales L&D spending in 2013 and early 2014 were defensive, reflecting...
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B2B sales leaders and managers – considerations when launching a new proposition

B2B sales leaders and managers –Considerations when launching a new proposition By Mark Abell A new product or service is launched. Ambitious targets are set. Marketers work with their agencies on campaigns, collateral and channel support. Excitement is high in head office… then, six months later, the recriminations start. The sales...
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Emotional Intelligence – The Chimp Paradox

Emotional Intelligence – The Chimp Paradox Leaders in recent times have come to be judged not only by their Intelligence Quotient (IQ) but also their Emotional Quotient (EQ), also known as Emotional Intelligence (EI). EI is how well you can use emotion in your leadership style. Therefore, we must assess both IQ and EQ when trying to...
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Five ways to achieve effective communication in your sales team

Five ways to achieve effective communication in your sales team Communication is at the heart of what makes an outstanding sales manager… A highly successful CEO and former colleague of mine, when asked during a company conference, “What do you think are the three most important lessons you have learned about successfully leading an...
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What makes an outstanding sales manager? (And why can you not succeed without them?)

What makes an outstanding sales manager? (And why can you not succeed without them?) A perfect setting for a great event… The newly refurbished Ivy provided the perfect setting for a fantastic turnout of cross-industry sales leaders for our breakfast seminar on 23rd June. Richard Barkey, CEO of Imparta, gave an inspiring dialogue on...
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From salesperson to MD of HP: Andy Isherwood on how he got to the top

From salesperson to MD of HP: Andy Isherwood on how he got to the top In November 2013, Andy Isherwood was appointed Managing Director of Hewlett Packard (HP) UK & Ireland after almost 28 years at the company, having entered the HP graduate training programme straight out of university. Andy’s sales career has been varied and...
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Effectively managing performance in your team: Quantity, Direction and Quality

Effectively managing performance in your team: Quantity, Direction and Quality Performance management is a bit like going to the gym; it’s one of those things that everyone talks about doing, but not many actually do (at least not effectively). To have a fit and healthy sales organisation, you need a successful performance management...
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The five types of sales manager

The five types of sales manager Good sales managers are the engine of any commercial organisation, but, if your experience is similar to mine, you will have found that the number of poor sales managers outweighs the number of good sales managers. By observing the sales managers I’ve worked with, I’ve been able to group them into five...
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How to Generate Reliable Forecasts

How to Generate Reliable Forecasts In the third instalment of ‘What Makes an Outstanding Sales Manager?’ our Chief Commercial Officer, Janet Garcia, will be using her many years of success within sales leadership to advise the best way to accurately forecast revenue figures. Forecasting is one of the eight skills that comprise...
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6 vital signs for successfully managing your sales pipeline

6 vital signs for successfully managing your sales pipeline What makes an outstanding sales manager? We’re running a series of short articles designed to answer the most important question in sales management: What makes an outstanding sales manager? Carrying on from her last thought piece, Janet Garcia, Chief Commercial Officer at...
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What makes an outstanding sales manager? A sales director’s perspective

What makes an outstanding sales manager?A sales director’s perspective With the launch of our new Sales Management Programme imminent, we are answering the most important question associated with those in sales management – what makes an outstanding sales manager? To answer this, we have drawn upon the knowledge of none other than...
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Time and Territory Management - “Double the size of your sales team without hiring a single person”

Time and Territory Management, or… “Double the size of your sales team without hiring a single person” 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...
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Behavioural economics in the call centre: To BE or not to BE?

Behavioural economics in the call centre: To BE or not to BE? Behavioural economics, or BE, can be used to transform the way customers make economic and personal choices including those related to an organisation’s services. In particular, it challenges the view that people make decisions rationally. One of the hottest topics in...
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Sales training goes experiential – exploring the available options in modern sales training

Sales training goes experiential – exploring the available options in modern sales training Most people acknowledge that, where skills are concerned, adults ‘learn by doing’. The National Institute of Adult Continuing Education, for example, reports that, “we are likely to remember 90 per cent of what we read, hear, see, say and do,...
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Selecting a partner to help you improve sales effectiveness: Key buying criteria and potential risks

Selecting a partner to help you improve sales effectiveness: Key buying criteria and potential risks Selecting a partner Over 80% of training spend is wasted, according to research… but equally, the right kind of intervention can generate huge returns. So how do you ensure that the solution you choose is headed for success, rather...
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B2B Marketing: A Seven Step Guide to Launching New Propositions Through Your Sales Force

B2B Marketing: A Seven Step Guide to Launching New Propositions Through Your Sales Force This blog is based on a Whitepaper. You can read the entire whitepaper here. Alternatively you can listen to the podcast for this whitepaper below or by visiting the Imparta Youtube channel. The Problem The...
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Reducing the Break-even Time for New Salespeople: 5 Ways to Speed up Revenue Generation

Reducing the Break-even Time for New Salespeople: 5 Ways to Speed up Revenue Generation What’s your biggest barrier to growth? For most companies the sales team is a significant engine of organic growth. Unless you already have a dominant market share, or operate in a commodity business where price is the only issue, increasing the...
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First Date Dynamics - Four Phases of Cultural Integration

How do you approach the prospect of two companies merging into one unified culture? What you do during the 'getting to know each other' phase normally sets the stage for what follows. Possibly the worst thing that two companies can do at the offset of a new relationship is to sit in a workshop or training intervention – it’s a passion...
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The Sales Behaviours That Keep Companies Winning

The Sales Behaviours That Keep Companies Winning First, get the managers coaching The first challenge in driving performance lies not with the market or the economy, but with your sales managers. Putting a salesperson under pressure to produce results without coaching them on the “how” creates a vicious cycle of underperformance. This...
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Developing a Sales Academy to Drive Sales Performance

The Background The company operated in an industry characterised by intense competition between four leading companies and a range of smaller companies with differing business models. Their business sales management team challenged themselves to overcome their customers’ price driven mindset. To do this they knew that they needed to...
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Why Sales Training Doesn’t Work?

And What to do About It Selling isn’t a great sport in which to come second. In the world of “winner takes all”, anything that gives you a small increase in performance relative to the competition can have a huge impact on your achievements. It’s no surprise, therefore, that salespeople and business developers are some of the most...
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Get real: the future of learning

I was on a call with a client last night, and they asked where I thought training was going over the next few years. Some time ago, Imparta sponsored a research project by Training Journal in the UK, called Learning & Development 2020. The project examined a number of different trends in society, business, technology, along with a...
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A New Website

Welcome to Imparta’s brand new website! Creating a new website for a company that trains world leaders in sales and marketing excellence is something of a daunting task. What, precisely, is a website for in 2012? What is its role in the process of building connections, creating value, communicating the brand and above all engaging...
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