Imparta Sales Consulting Practice of the Year

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Company: Imparta Inc., Austin, TX
Company Description: Imparta is an award-winning training consultancy that improves business performance in the areas of Sales, Marketing and Service, creating sustainable and measureable performance improvement for our clients. The Imparta group is headquartered in the UK and established Imparta Inc in 2012 which now has 4 offices across the States and contributes significantly to global revenue.
Nomination Category: Solution Provider Awards Categories
Nomination Sub Category: Sales Consulting Practice of the Year

Nomination Title: Imparta Sales Consulting Practice of the Year

Tell the story about what this nominated organization has achieved since the beginning of July 2016 (up to 650 words). Focus on specific accomplishments, and relate these accomplishments to past performance or industry norms. Be sure to mention obstacles overcome, innovations or discoveries made, and outcomes:

All accomplishments, stats and quotes have been achieved since July 1st 2016.

“Working with Imparta has been a great experience. The team is smart, skilled and capable. We have worked together in true partnership, operating as a team to develop incredibly high levels of engagement for the program across our businesses, our leaders and our salespeople.” HR Business Partner, Gurit, 2017

“We continue to be enormously impressed by what Imparta is capable of. You have been absolutely tireless, and your support and presence at all stages has meant that we have been able to feel totally confident in the outcome of this project. Our people without exception have left these sessions with a mixture of wonder, admiration and amazement. Quite a few have been involved in similar projects on behalf of some of our biggest clients and they have not seen anything like this”. Chief Learning Officer, Global Software Organization

· 156% sales attrition reduced to 38% – Move.com, 2017
· Projected $1m cost savings within 3 years – Cisco, 2017
· 5% increase in customer satisfaction – SMUD, August 2016
· 28.4% increase in pipeline value – Gurit, 2017
· 45.8% increase in pitch conversion rate within 3 months of the intervention – Givaudan, 2017

Overview of consulting solution

Imparta provides a suite of consulting services designed to achieve and sustain significant sales performance improvement for its clients. The company provides in-depth consultancy, training and change management to ensure that all performance improvement interventions are robustly scoped, aligned, implemented, reinforced and measured.

Imparta provides sales consulting services in 5 key areas;

· Strategy
· Structure
· Systems and Processes
· Sales Culture
· Skills

Our approach to working with clients comprises 5 steps, elements of which are used as appropriate on a project-by-project basis;

Connect – Tune in to the organization, connect with key stakeholders, develop a vision for change and test it with those who will be effected.

Engage – Engage the organization around the business and operational goals that have been set.

Implement – support clients to implement the actions that have been agreed upon and communicated, ensuring robust project management, stakeholder engagement and accountability practices are in place and closely monitored.

Stick – Make sure new structures/ systems/ practices/ skills/ attitudes stick through a combination of coaching, reinforcement, application and accountability.

Measure – Imparta has a dedicated Client Impact team that tracks, analyses and measures the impact of any intervention. This includes reactions, behavior change and business impact.

Examples of recent/current consulting projects

Project with a multi-million dollar real estate media organization. Aspiration: they saw an immediate opportunity in the marketplace for significant and rapid sales growth. Objective: to ensure the sales function was correctly structured, rewarded and scalable to enable it to successfully triple in size. Outcome: Imparta undertook an extensive assessment and observation project that focused on 5 key areas – Organizational Structure, Organizational Processes, People Systems, Organizational Culture and Leadership – arising in a number of key recommendations that are currently being introduced within the business. While still early in the implementation phase, a key metric that has already moved as a result of the project is a reduction in sales staff attrition from 156% to 38% within 12 months.

Project with a large US municipal utility company. Challenge: moving from a monopoly to a competitive environment for the first time in their history with the emergence of renewable energy companies offering an alternative to traditional energy purchase. Objective: to shift organizational focus to one of customer-centricity and create a sales strategy to win back customers through providing more value than competing alternatives. Outcome: Review and redesign of customer value propositions, review and re-direction of go-to-market strategy and staff education around customer-centricity and new direction. As a result their Customer Engagement metric, “Value for What you Pay”, saw an unprecedented increase of 5% within 12 months of Imparta’s intervention.