Global Sales Study
Is your sales force world class? How do your salespeople compare to other companies in your segment?
XMONIC
Making account management work.
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.
Sales Training
Why Sales Training Doesn’t Work…And What To Do About It.
Download White Paper.
Sales Roles and Skills
The process of selling has changed dramatically in recent years, and your sales force needs the skills that now match this new environment.
Companies have increasingly moved to technology (such as the Internet) to handle transactional sales, which allows them to reduce the number of salespeople allocated to selling simple products and services.
Meanwhile, as other product and service portfolios become deeper and more complex, and as the number of people involved in the buying and selling process grows, the sales professional now needs new knowledge, more skills and better judgment than ever.
From those in senior positions using expert acumen to maintain strategic accounts, to those in the, front line, who create the ‘first impression’ of your company, the behaviour of your sales team is crucial in building the trust and preferences that result in a winning sale.
Imparta's Creating Client Value and Account Management programmes address the following sales roles.
Click on any area listed to learn more:
- Executives involved in selling
- Sales Leaders and Sales Managers
- Key/Global Account Managers
- Business Development Managers
- Marketing Staff
- Sales Support and Service
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