Imparta’s approach to Agentic AI

i-Coach AI: Enterprise Learning through Agentic AI

Imparta was first to market in 2023 with sales expert AI coaching. I-Coach AI was powered by our skills library covering 1.5 million words of sales, service, and management best practice. Since then, we’ve added many AI use-cases that drive real change, including nuanced call analysis, highly realistic roleplays, and AI account planning.

However, the market has become increasingly saturated with standalone AI platforms that are accessible across the tech stack but remain siloed (and often lack the nuance of expertise in sales methodology, and learning-led change). Our enterprise clients have been asking us for three main things as they become more sophisticated:

1. AI that gets to know each user in depth, builds a deep relationship with them, and helps them to grow as individuals across a complete range of learning interventions.
2. AI that can act as a single source of truth, combining coaching and learning based on researched IP, with data and expertise from across the company.
3. AI that can be part of a single AI UX across the whole enterprise. Either by orchestrating other vendor AIs, or by integrating with an existing Orchestrator as headless agents.

The next generation of i-Coach AI, which we have just launched, is our solution to these needs. It builds on our IP and our expertise in RAG and learning prompt engineering, but is now based on a proprietary, fully agentic structure. It remembers who you are, what you’ve done, what you’re good at. It’s personalised, proactive and far more powerful.

The Solution: The Agentic version of i-Coach AI

Imparta combines three elements that are rarely seen together in the training world:

• A deep ability to use technology to solve business problems (we have our own software development team and our CEO is a design engineer by background). We were pioneers in simulation-based soft skills learning over 20 years ago and have remained at the forefront of learning technology since.
• A comprehensive understanding of sales methodology, based on 25 years of qualitative, quantitative and field-based research), which allows us to create technology that is tuned to the specific domain, rather than ‘vanilla’ platforms.
• A deep understanding of the human change process, and how to drive continuous performance improvement at scale. This means that our learning technology not only delivers insight (as, say, ChatGPT does), but also influences users in a positive way to improve their skills and results, and builds and maintains trust that the whole system is there for their benefit.

These three elements have combined to allow us to create – well ahead of most players (according to a senior leader at one enterprise client) – a new, fully agentic version of i-Coach AI.

This uses dedicated agents, controlled by our own Orchestrator, to perform a wide range of tasks that draw on our deep sales expertise and, in turn, drive our continuous change process.

Key innovations include:

• A powerful, proprietary agentic system that includes the ability to combine RAG and web searches, uses different LLMs to optimise different tasks, and can run agents independently based on triggers such as CRM data, user follow-up requests or quarterly review cycles.
• The ability to provide a unified ‘single source of truth’ drawn from disparate silos, such as sales content, training data, account history, and buyer signals (using MCP).
• A technical solution to providing access to a user’s complete chat history for the purpose of referring to previous conversations, looking for linkages, etc.
• A unique combination of AI and human change agents (managers, peers, and our own coaches, trainers and consultants) to be more effective than either can be alone.

We are constantly adding new agents, but the current set includes tools at every stage of the change cycle, which the orchestrator switches between seamlessly:

• Expert help based on Imparta’s research, web searches and client data lakes.
• Coaching around a wide range of topics, including deal and account coaching, as well as negotiation, management, leadership and career coaching. Integrates user-specific data to provide relevant, context-aware advice and coaching.

• Coaching contracts with proactive follow-ups.
• Decision support optimized for specific decision types including: complex, multi-outcome, and rapid (using the OODA loop).
• Creativity and problem-solving support using Imparta’s IDEAL problem-solving process and a wide range of practical creativity tools.
• Writing support, using our new storytelling IP and leveraging the 3D Advantage of Insight, Influence and Trust
• Ingestion and knowledge testing around client data (e.g. on products, services and market personas) using a variety of testing mechanisms.
• Call and email summaries and skills assessments based on Imparta’s research. This now covers a much wider set of call and email types than before, from sales to account management, negotiation, customer service, coaching, management and leadership.
• Learning curation that recommends tailored e-learning modules, enhancing targeted skill development and providing a personalized learning journey.
• Roleplays that offer highly realistic practice scenarios linked to research-based IP, improving skill application. These are embedded into eLearning, and can be initiated by managers and/or the user (to test a specific skill or to practice in advance of a real call – from sales to coaching to hiring interviews and right up to strategy meetings).
• AI classroom support to enhance live training sessions with real-time insights and interactive elements.
• Account and Opportunity Planning: Assists in strategic account and opportunity planning within CRM systems for better outcomes, e.g. completing stakeholder maps.
• AI Manager and Deal Coaching: Equips managers with insights to enhance team performance and deal strategies effectively. Supports managers in developing their coaching skills, fostering a robust coaching culture.
• AI Nudge Questions: Adaptive, quiz-style prompts sent after training to reinforce new skills, ensure retention, and offer feedback with links for further learning if needed.
• Reflective Questioning to build accountability and confidence, and to encourage good habits.

i-Coach AI now enables sales professionals at all levels to address complex sales challenges, refine strategies, and enhance overall sales performance within their flow of work in a way previously not possible. This leads to improvements in deal size, conversion rate, account penetration, and overall sales effectiveness.

i-Coach Agents around our Learning & Continuous Improvement Cycle

We also provide customizable dashboards using PowerBI that can help to monitor and drive the adoption of AI and the measurement of the resulting impact at all four Kirkpatrick levels.

Achieving our Aims

These innovations allow i-Coach AI to meet all the requirements of our enterprise users. They allow the new system to be:

• Personalized: Remembers past interactions, understands user roles and context, links to team data, and builds rapport through pattern recognition.
• Proactive: Initiates relevant follow-ups, sends timely messages, manages coaching contracts, and updates from manager agents.
• Powerful: Delivers expert, adaptive support across coaching, content, and decision-making, powered by proprietary IP and live data, for example to make roleplays more realistic.
• Integrated: Seamlessly fits into tech stacks as orchestrator (we offer text, voice and video avatar options) or headless agents, and connects to any learning ecosystem.

Perhaps the easiest way to explain the impact is through a recent experience that our CEO had. Richard logged in late one night, having returned from a client meeting in Paris.

i-Coach AI proactively referred back to a conversation he had had with it a week previously and suggested a further discussion. It brought in an idea from Imparta’s strategy IP, then researched some real current issues in our market and linked them all together.

Richard didn’t need to do any eLearning (he researched and wrote much of our IP), but it could have suggested some at this point.

i-Coach then began a coaching conversation (by setting realistic goals with Richard), then switched track to use creativity tools (Reversal; SCAMPER) to help him to brainstorm how to adapt the basic idea.

Then it helped him to write an email to a potential partner that delivered on the three dimensions of Insight, influence and trust.

In Richard’s words: “I literally sat back last night, and stared at the 3D Avatar that was talking to me. It felt like a colleague who ‘gets it’ and was one step ahead. One that made even me – with 30 years doing this under my belt – better at my job.”

Executive Summary:

Imparta’s i-Coach AI, launched in 2023 as the world’s first sales-aware AI, has transformed sales learning and enablement. It tackles key challenges, including ineffective coaching, inconsistent performance, skills atrophy, biased assessment, fragmented AI tools, and poor-quality call reports. Unlike generic AI, it understands the complexities of selling through Imparta’s award-winning Agile 3D methodology and modular skills library. i-Coach AI delivers scalable, contextual coaching and experiential learning directly within the seller’s workflow, enhancing strategy, execution, and confidence. Organisations implementing i-Coach AI are achieving measurable gains in conversion rates, deal size, account penetration, and overall sales performance.

Old demo links:

We are also providing a demo login to try the AI for yourselves:

• Username: LT-AI
• Password: Q8Y92LmdNCeD8k

Here are three sample applications that you can try.

• AI Sales call assessment (as mentioned, Teams integration is imminent).
  • https://impartaaibotserver.azurewebsites.net/?promptID=0CD162AD-3914-4213-94DE-668C9F8EA5B5&voice=true
• AI Coaching
  • https://gbr01.safelinks.protection.outlook.com/?url=https%3A%2F%2Fimpartaaibotserver.azurewebsites.net%2F%3FpromptID%3D337DF949-31AE-4CFD-AD24-943CCFCCCAFC%26voice%3Dtrue&data=05%7C02%7CRichard.Barkey%40imparta.com%7Cfe34ae97d44f4221a90208dc87009b11%7Cc4775676a7d7405eb6b562d6dfb6dbed%7C0%7C0%7C638533683877950958%7CUnknown%7CTWFpbGZsb3d8eyJWIjoiMC4wLjAwMDAiLCJQIjoiV2luMzIiLCJBTiI6Ik1haWwiLCJXVCI6Mn0%3D%7C0%7C%7C%7C&sdata=xpom%2B9lVeSir4cKGRTAS7D7FgTMguylbNp97XFoHHPI%3D&reserved=0
• Negotiation Roleplay
  • https://impartaaibotserver.azurewebsites.net/?promptID=9C736CD9-E87C-4680-83F7-D624BFB92113&voice=true

Additional assets

• Imparta Report: AI in Life Science – Trends, Impact and Challenges
• Whitepaper: AI in Life Sciences Sales – The Future Is Closer Than You Think
• Podcast: Redefining the Academy Approach – GE Healthcare’s Journey to Sales Empowerment
• Brochure: Imparta’s Life Sciences Sales Training Ecosystem
• Product Page: i-CoachAI^® – Personalized sales enablement at scale

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