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31 Jan 2012 Press Release - Imparta named as finalist at 6th annual Stevie® Awards
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Why Imparta
When founder Richard Barkey started Imparta in 1997, the goal was to provide an antidote to an industry that was – and remains – focused on delivering events rather than results.
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Business Impact
What clients say about our impact on their business.
Quantified Impact
Measuring the success and impact of a new training intervention is a vital and integral part of any new project. It provides a clear way to track progress, allows you to benchmark the current status against the project plan, and allows us to correct any deviations along the way.
Imparta’s dedicated Client Impact team tracks, analyses and reports on the impact of Imparta training activities at several levels, based on the Kirkpatrick model:
Imparta measures impact using Kirkpatrick’s four levels:
- Level 1 – Training reaction (did they like it?)
- Level 2 – Learning transfer (did they understand it?)
- Level 3 – Behaviour change (are they doing it?)
- Level 4 – Business Impact (is it achieving the desired result?)
Levels 1 and 2 are relatively straightforward to measure by using on –the-spot evaluation forms and post-workshop, scenario-based online quizzes. Level 3 is typically measured using behavioural assessments which often take the form of field observations against defined competencies.
We typically measure Level 4 impact using trends in pipeline data or audited case studies to identify where our approaches have helped a sale. For example:
“We have just signed a contract worth £3million revenue over the contract term. [Imparta’s training] was critical in helping the team win this account… by creating dissatisfaction with the current situation… uncovering value sleepers … and continually looking at our key decision makers’ risk factors.” “…it moved us from stalking horse into pole position” - Telecoms
“I used the pain/gain questions strategy & the discussion was phenomenal! They identified an opportunity that can potentially deliver twice ($5MM) the impact we initially expected!” - Industrial Products
Imparta’s integrated approach to training, coaching and application support (sometimes called an Academy or Excellence Programme) achieves far better take-up than training alone, as shown below:
Some overall examples of business impact from Imparta clients include:
- A major Sales Academy run by Imparta has so far measured:
- Attributable increased sales of £60m
- Increases in customer engagement scores and employee satisfaction
- That our approach increases success in competitive situations from 10% to 29%.
- An increase in coaching activity of 400% - The top 10% of salespeople by improvement in sales competency are on average 30% HIGHER against their revenue target than bottom 10%.
- A leading professional services business won £62m of new business within six months of an Imparta intervention, having won little in the previous year.
- Another professional services client identified $4.1 m of new business connected to our training among a measurement group of 22 individuals. Extrapolated figure for the rollout population was over $40m.
- Marketing capability training for a financial services client has so far measured an 89% increase in Net Promoter Score.
- A Sales Academy for a construction services client measured a 10% increase in bid:win ration within 3 months of the training and a 20% increase in client engagement through RFP processes.
- A market leading computer software client measured;
- 11.7% decrease in customer dissatisfaction
- 10.5% increase in customer satisfaction
- 50% decrease in complaints
- Customer Service training for a major financial services client has resulted in:
- 69% increase in bottom line value of sales
- 28% conversion increase
- 90% reduction in escalated calls
- 71% increase in employee satisfaction
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