Rethinking Sales Learning for the Age of AI
Thursday 30 April 2026
Seminar Theatre 6
Most learning interventions are events. A workshop, a module, a roleplay. Valuable in isolation but disconnected from what sellers do in the hours and days that follow. The result is familiar: knowledge fades, behaviour reverts, and the business case for L&D becomes harder to make with every cycle.
Join Richard Barkey, Imparta's Founder and CEO, to explore a different model, one in which learning isn't an event but a continuous loop, connecting how sellers prepare for customer interactions, what they do in those interactions, how their performance is assessed, and what targeted learning follows as a result.
This session walks through Imparta's closed-loop system (Prepare, Do, Assess, Improve, Follow-through) and examines how each stage, powered by agentic AI and grounded in 30 years of sales performance research, feeds directly into the next. The loop runs on real calls, real deals and real accounts. Not in a separate learning environment.
- Why episodic training produces episodic results, and what a continuous performance system looks like instead.
- How the five stages of the closed loop connect in practice: from pre-call preparation through to manager follow-through.
- The role of AI in making the loop run at scale, personalising each stage to the individual seller, their role, and their live pipeline.
- How assessment data feeds back into targeted learning, so development is driven by what performance reveals, not what a curriculum assumes.
- How to use the closed-loop model to make the case for L&D investment in terms the business recognises.
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