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Deal with sales training that hasn't worked

The challenge

Companies spend huge amounts each year on sales training that doesn't deliver results. Although many sales training companies talk about impact, few really have the resources, skills or willingness to deliver on the follow-through. (One reason is that gross margins on training are much higher than those on coaching and reinforcement!)

Typical solutions

We are frequently brought in to 'fix' sales training programmes that have not delivered value. Often this involves getting managers to coach (which can be a challenge in both skill and will), and driving both the new skills and coaching itself with ongoing measurement. The old adage about getting what you measure was never more true than with salespeople and sales managers!

Our comprehensive Capability Building® System is content-agnostic, so you can use it to reinforce your existing methodology; you don't need to use ours. It is also modular, so you can use just the elements you need. What's more, if you like, we'll train and accredit your own L&D staff so that they can use the tools directly themselves.

Example case studies

Next steps

  • Read our White Paper on Why Sales Training Doesn't Work (and what to do about it).
  • Use the Design Your Solution section part of this website to select the modules that will help you to reinforce the training you've already delivered. You can then download a customised PowerPoint presentation to use in internal discussions.
  • Contact us to ask specific questions, or to find out more about how we can drive the ROI from your existing investment. Even if we don't end up working together, we learn by discussing real-world problems, so we're happy to share our insights without obligation.
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Tools

  • Explore your priorities

    Explore Imparta’s thinking through the lens of your business priorities

  • Estimate the impact

    Estimate the impact of Sales training to help create a business case for change

  • Design your solution

    Scope out how you could make training stick, using our Capability Building® System

  • Compare vendors

    Clarify your decision criteria & download a customised spreadsheet