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Sales Behaviour

Change sales behaviour through expert coaching. Coaching

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Sales Overview

What makes a great salesperson, account manager or business developer? They create value for their clients – that’s how they get people to respond to their calls and continue to buy from them. Rather than being seen as intrusive they are seen as a valuable resource – a trusted business advisor.

Poor salespeople destroy value. Not just through the wasted time and costs of unproductive meetings, but through the hidden costs from leaving problems and real needs unresolved. These salespeople struggle to get meetings, fail to grow accounts, and suffer from long sales cycles.

Imparta offers proven approaches and tools that help salespeople move from being value destroyers to value creators. These approaches have been developed in conjunction with Neil Rackham, author of SPIN® Selling and arguably the world’s leading researcher in the field of sales effectiveness. Our methods create sustained success for our clients, many of whom rank amongst the world’s top sales organizations. We have achieved significant behaviour change in up to 80% of the members of a sales team.

All of our sales training solutions are based on a customer-centric model, rather than a ‘sales process.’ We call this model Creating Client Value; (CCV). CCV focuses on the value being created by your product or service, but also on the value created by your salespeople as they support and influence the customer’s buying process. For example, we teach salespeople not to ignore the possibility of alternative suppliers, but to help clients define their selection criteria and then optimise their positioning against those criteria.

Imparta’s solutions build the skills that help those responsible for building business to do so consultatively and in a way that creates demonstrable value for your clients. These solutions have been tailored to suit all levels of people involved in the sales process, such as:

Learning Areas Covered by Imparta: Sales

Below is an indication of the areas in which we offer training. As we offer custom and tailored solutions, we can adapt and merge courses as required to meet your specific needs.

KEY: (suitable for)
Executives involved in selling = Executives involved in selling
Sales Leaders and Sales Managers = Sales Leaders and Sales Managers
Key/Global Account Managers = Key/Global Account Managers
Sales Support and Service Staff = Sales Support and Service Staff
Marketing Staff = Marketing Staff
Business Development Managers/Account Managers/Salespeople = Business Development Managers/Account Managers/Salespeople
Sales Advisors = Sales Advisors
Store/Branch Managers and Assistant Managers = Store/Branch Managers and Assistant Managers

To find how we can help these groups succeed, click the links in the table below:


Learning Area Suitability
Selling to the C-Suite Executives Sales Leaders and Managers Key/Global Account Managers          
Negotiating Executives Sales Leaders and Managers Key/Global Account Managers Sales Support and Service Staff        
Problem-solving Skills Executives Sales Leaders and Managers Key/Global Account Managers          
Aligning Sales and Marketing Executives Sales Leaders and Managers Key/Global Account Managers   Marketing Staff      
Core Sales Skills (Creating Client Value*) Executives Sales Leaders and Managers Key/Global Account Managers Sales Support and Service Staff Marketing Staff BDMs/Account Managers/Salespeople    
Business Strategy (Understanding Your Client’s Business) Executives Sales Leaders and Managers Key/Global Account Managers          
Business Acumen   Sales Leaders and Managers Key/Global Account Managers Sales Support and Service Staff        
Coaching Executives Sales Leaders and Managers Key/Global Account Managers          
Major/Strategic Account Planning   Sales Leaders and Managers Key/Global Account Managers          
Managing Account Profitability Executives Sales Leaders and Managers Key/Global Account Managers Sales Support and Service Staff        
Customer and Market Insight   Sales Leaders and Managers Key/Global Account Managers          
Commercial Acumen   Sales Leaders and Managers Key/Global Account Managers Sales Support and Service Staff Marketing Staff      
Retail Fundamentals and Channel Finance     Key/Global Account Managers Sales Support and Service Staff Marketing Staff      
Product Training     Key/Global Account Managers Sales Support and Service Staff Marketing Staff BDMs/Account Managers/Salespeople    
Delivering Business Results   Sales Leaders and Managers Key/Global Account Managers   Marketing Staff      
Developing High Performance     Key/Global Account Managers Sales Support and Service Staff Marketing Staff BDMs/Account Managers/Salespeople    
Generating Appointments       Sales Support and Service Staff   BDMs/Account Managers/Salespeople    
Foundation Sales Skills: Telephone or Face to Face       Sales Support and Service Staff   BDMs/Account Managers/Salespeople    
Retail Sales             Sales Advisors  
Retail Sales Management               Store/Branch Managers and Assistant Managers

* Variants of CCV exist for different sales roles, including channel sales, small business vs. corporate, marketers, technical specialists and so on. Variants also exist that are specifically applicable to improving success rates in pitch situations.


As well as offering training in the above areas, we also offer coaching for individual sales leaders and managers to help them meet their own performance goals.

If you have a specific sales-related business issue that you are tackling, please click here.

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