Our white papers and tools examine the latest trends and developments in sales and service effectiveness, and provide a mixture of advice and best practice recommendations to readers.

The white papers and tools currently available for download are:

White Papers

Reducing Time to Revenue for New Sales Hires

Reducing Time to Revenue for New Sales Hires

New sales hires can cost up to two and a half times their starting salary in their first year. They generate cost from the day they’re hired, yet they often don’t contribute to revenues for long periods of time....

Why Leading Sales Organisations are Focusing on Sales Coaching

Why Leading Sales Organisations are Focusing on Sales Coaching

Coaching effectiveness was measured in a multiyear Sales Academy delivered by Imparta for a leading multinational telecoms company. Here are the striking headline results: Where managers met or exceeded the standards for coaching, the average sales performance of their teams...

Is Your Sales Operation Costing You Shareholder Value?

Is Your Sales Operation Costing You Shareholder Value?

Three common sales failures

In large-scale or capital-intensive industries, Return on Average Capital Employed (ROACE) is a widely used measure of efficiency and of how well a company is turning capital into shareholder value. Given this operational and financial focus, it might seem...

Evolution of Sales E Learning

Evolution of Sales E Learning

Early use of e-learning dates to the 1960’s, when computer systems were being explored for applications in higher education. One of the main attractions of e-learning at the time was the ability to provide individualized instruction to learners, which...

Sales Excellence:

Sales Excellence:

Customer-centric Selling in the Emerging World of Chemicals 4.0

We want to live longer, happier lives, in more comfort and safety than previous generations, while reducing the environmental legacy we leave for the next. And so sustainability, urbanisation and wellness will continue to shape demand and drive growth...

Are You Speaking Clearly?

Are You Speaking Clearly?

Social media customer service and webchat are growing fast – is your organisation ready?

Why are digital customer conversations so important? As many organisations have found – to their cost – social media has become hugely powerful. It can damage even longstanding brands with a few well-crafted words or pictures. Equally, social media...

Sales Excellence: Customer-centric Selling

Sales Excellence: Customer-centric Selling

In Professional Services

When consulting firms look to grow their revenues, they often place responsibility on their consultants for driving that growth. While that responsibility is expected at the highest levels in the firm, it must be shared further down the client...

Reducing the Break-even Time for New Salespeople

Reducing the Break-even Time for New Salespeople

Overcoming a major barrier to growth

The sales team is a significant engine of organic growth for most companies. Unless you already have a dominant market share, or operate in a commodity business where price is the only issue, increasing the size of your sales...

70:20:10

70:20:10

L&D Transformation in Action

This short paper summarises the key themes coming from a lively breakfast seminar at the Ivy restaurant, where despite the tube strike 27 senior L&D leaders gathered to hear case studies on the successful implementation of 70:20:10 initiatives. 70:20:10...

Tomorrow’s World

Tomorrow’s World

Understand the next generation of retail banking

Imparta gathered together eight of the most senior bankers in UK retail financial services to debate the state of the nation in banking today. Four hours later, after much discussion, sharing of anecdotes and challenging debate, a picture of...

To BE or not to BE?

To BE or not to BE?

Is Behavioural Economics right for customer contact?

Imparta Ltd, an international leading edge sales training company, is putting the academic concept of Behavioural Economics (BE) through its paces by testing it in the real world of customer communications. Thinking back 20 years – how we access products...

B2B Marketing –  Launching New Propositions Through Your Sales Force

B2B Marketing – Launching New Propositions Through Your Sales Force

Are your sales and marketing teams working in harmony during new product launches? Or is it a time for blame and missed opportunities… This quiz will give you a good idea of how well your sales and marketing departments align when...

Trust Flutters

Trust Flutters

How organisations can rebuild trust through communication and culture

This report takes an in-depth look at changing customer trends and the way organisations are responding to them today. It finds that declining trust among consumers and citizens for many private and public organisations is a key trend as...

Training without Travel

Training without Travel

Contingency Planning for Flu and Recession

In a recession or flu pandemic, your sales managers, salespeople and Account Managers may well be struggling to build sales momentum. They’ll be trying to defend accounts from attack by credible competitors offering lower prices, or worse – from...

The Sales Behaviours that Keep Companies Winning

The Sales Behaviours that Keep Companies Winning

(Whatever the Weather)

Imparta has grown over the last ten years to become one of the largest sales training companies in the UK, and unlike many, it’s a company that takes its own medicine. Imparta runs an internal Sales Academy for its...

Time and Territory Management

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 things, including travelling),multiplied...

Selecting a Partner to Improve Sales Effectiveness

Selecting a Partner to Improve Sales Effectiveness

Key Buying Criteria and Potential Risks

Over 80% of training spending 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 heading for success rather than failure? Over the...

Sales Training Goes Experiential

Sales Training Goes Experiential

Exploring the Available Options in Modern Sales Training

After working through this section, the user will be able to identify the three different types of and how to use them. Or at least, that’s how traditional learning objectives tend to read....

Developing a Sales Academy to Drive Sales Performance

Developing a Sales Academy to Drive Sales Performance

Key Success Factors and Objectives

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...

Strategic Account Management: Protecting and Growing your Most Important Accounts

Strategic Account Management: Protecting and Growing your Most Important Accounts

Most sales leaders agree that it’s easier, quicker and cheaper to sell to an existing account than to win a new one. But how many of your Account Managers are proactively uncovering the full potential of your major customers,...

Why Sales Training Doesn’t Work

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 performance. It’s...

Sales Effectiveness Audit

Sales Effectiveness Audit

Assessing your Approach to Sales Performance Improvement

Imparta’s Capability Building® System underpins the world’s most successful sales, marketing and service academies. It provides a rigorous methodology and a modular toolkit to ensure that training has a significant and lasting impact on your business. It is scalable...

Tools

The Trust Equation

Test how much your clients or internal stakeholders trust you with the following trust equation, from Maister, Galford and Green’s excellent book ‘The Trusted Advisor’1: Whether you are in sales, dealing with clients or L&D developing relationships with internal ‘clients’, the...

Vendor Selection Tool

We believe that there are several elements that make Imparta stand out from the crowd. Of course, different people care about different things, with this tool you can select the factors you care about. This will provide you with...

Impact Estimators

If you’re wondering whether a properly-delivered sales training programme would make financial sense for your business, our Impact Estimator tools may be of assistance. With some background info from you the spreadsheet looks at likely costs, so that you...