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

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...

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...

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...

B2B Marketing

A Seven Step Guide to 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...

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...

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...

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...

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...

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....

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...

Selecting a Partner to Help You 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...

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,...

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

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...

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...

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...

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...

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 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...

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...

On-boarding Cost Calculator

The costs of employing new salespeople and the time required for them to reach full productivity is of concern for any successful company. An effective induction and sales training programme will reduce this cost and the time to breakeven...