Future-Proof Your Sales Training With Situational and Organizational Agility

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Imparta’s research reveals that the best salespeople are situationally agile. They assess the customer’s buying situation, choose the right play and execute — while balancing insight, influence and trust. But sales training also needs to be agile, responding quickly and effectively to new challenges at the strategic, tactical and even individual levels.

During this talk, Richard Barkey, Imparta’s founder and CEO, and Dr. Michelle Vazzana, chief information officer, will unpack the research and offer practical advice to build situational and organizational agility across your sales team.

This research-based session will provide practical insights that you can use tomorrow to:

  • Assess and strengthen your team’s ability to sell in an agile, three-dimensional way.
  • Ensure that your sales training is embedded into an agile change process.
  • Go beyond courses to leverage the five main use cases of sales training.
  • Align your sales tech stack (yes, including AI!) with organizational agility.

 


 

View full agenda.

Speaker

Richard Barkey, Chief Executive Officer, Imparta, Inc.

Richard Barkey is a leading expert in the field of sales, sales negotiation, sales management and leadership. He is the founder and CEO of Imparta, a global sales and service training company that has been featured on Training Industry’s Top 20 Sales Training Companies list for the last 13 consecutive years, and features as a Leader in the most recent Gartner® Magic Quadrant™ for Sales Training.

Richard has an MA in engineering from Cambridge University and an MBA with distinction from the Harvard Business School. Before founding Imparta in 1997, he was a senior consultant at McKinsey & Co. His sales webinars have been attended by over 50,000 sales leaders and sales professionals.
Dr. Michelle Vazzana, Chief Innovation Officer, Imparta, Inc.

Michelle Vazzana is chief innovation officer at Imparta and co-author of “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance.” Vazzana is also the author of “Crushing Quota: Proven Sales Coaching Tactics for Breakthrough Performance.” Vazzana is a prolific researcher and sought-after speaker on the topics of sales management and sales agility. Michelle earned a Bachelor of Science degree in computer science, a Master of Science in organizational effectiveness and master’s certificates in both instructional systems design and total quality management. Michelle earned her Ph.D. in organizational psychology with a focus on sales management practices.