Most sales training RFPs fail before they begin.
Not because procurement teams lack discipline or intent, far from it.
The problem lies in how we define value: we ask vendors what content they offer, not how they’ll change behaviour. We ask about coverage, not consistency. And in a market flooded with AI claims, we often can’t tell the difference between real enablement and slick automation.
That’s why we created this guide.
It brings together years of insight into what really drives sales performance: buyer-aligned methodology, embedded reinforcement, manager enablement, and behavioural coaching powered by real AI.
Whether you’re in procurement, enablement, or L&D, this toolkit will help you ask better questions, identify the right partners, and deliver measurable business impact—not just training events.
At Imparta, we’ve helped global organisations turn enablement into a strategic lever for growth. This guide has been designed to help you do the same.
Complete the form to access Imparta’s practical toolkit to help procurement, enablement, and L&D teams select training partners who drive measurable impact.
Michelle Vazzana | CIO
Michelle Vazzana, PhD, Chief Innovation Officer at Imparta, is a prolific researcher and sought-after speaker on sales management and agility. She has conducted extensive research on sales coaching and agility, and is co-author of Cracking the Sales Management Code, Crushing Quota, and, in 2023, The Sales Agility Code: Deploy Situational Fluency to Win More Sales.