Sales & Service Roles
Recognise differences, but drive consistency. Each role in the sale process has its own unique needs, but optimising revenue, margin and customer experience requires consistency as well.
Imparta’s modular curriculum and customisable design allows role-specific programmes to be constructed with ease, while ensuring that the whole team is equipped with the same core skills and customer-centric philosophy.
The Creating Customer Value (3DCCV) programme is an advanced programme that brings the power of our 3D approach to complex sales with medium-to-long cycles. It is designed to be customised to your business and works well with other courses such as negotiation, business acumen (selling to the C-Suite) and commercial acumen.
Salespeople with many accounts have different needs to those working on a small number of complex sales. For example, account prioritisation is more important, and stakeholder groups tend to be smaller. Our Sales Essentials and 3DCCV programmes both include module variants that are specifically designed for this environment.
Channel managers need to sell in, through and with the channel, with a deep understanding of their business models. Our 3DCCV, Account Extension and Business Acumen programmes include module variants that are specifically designed for a channel environment.
The 3D Advantage Curriculum supports Account Managers, KAMs and GAMs, whichever part of the buying cycle they are working on: pursuing new opportunities, driving adoption and renewal, or increasing share of wallet. You can combine modules from different courses to create the perfect programme for your current challenges.
Our curriculum lets you create powerful onboarding programmes. Speed up productivity by combining essential sales skills with specific modules selected for each role. Encourage manager engagement through the digital platform, and drive ongoing skill development through assessments and the full sales curriculum.
In many consumer environments, the emphasis is on building service skills. But many of the most successful organisations also equip their customer facing teams to sell, upsell and defend revenue. We offer a version of our Sales Essentials 3D programme that is specifically designed for the sales-through-service environment.
Service & Contact Centre Staff
Our Customer Experience (3DCX) model is based on insights gained from listening to, and analysing, thousands of customer interactions. Our 3DCX programme is available in B2B and B2C versions, and we also offer modules covering complaint handling and collections.
If marketing staff understand the sales process, they can develop propositions, collateral and product training that directly support the sales effort. Our sales, renewals and account extension programmes are designed to be delivered to marketing as well as sales audiences.
Support staff such as sales engineers and technical support play a critical role in helping to win, defend and grow accounts as part of the extended sales team. By combining modules from across the curriculum, we can offer the perfect programme customised for each support role.