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Sales and Sales Management training solutions from InspireOne
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Sales & Sales Management Solutions
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In This Presentation
About InspireOne
About TACK International
• Sales & Sales Management Training Solutions: Brief Details
InspireOne TACK process and Frameworks
InspireOne TACK Clients
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About InspireOne Organization Profile
1,00,000+Number of people inspired
2,000Professionals globally
Our VisionTo be the preferred partner for organizations around the world that want to maximize their
corporate value through the development of their human capital
50Countries represented
Our logo evolved from the thought that a single unit is ‘inspired’ & breaks away from the ‘I’ to reveal ‘1’.
Our Expertise
Productivity Enhancement Customer Centricity
Leadership Assessment & Development Sales Force Acquisition, Evaluation & Development
200+Clients worked with
We were founded in the year 1999
www.inspireone.in
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About InspireOne Our Global Partnerships
Organization member of the Association for Coaching
InspireOneInspireOne enables organizations enables organizations improve business performance improve business performance by developing by developing
their most valuable asset - their people. their most valuable asset - their people.
Global Pioneer in Organizational transformation by Leadership Assessment & Development
World renowned expert in Sales Development and Sales Force Acquisition & Evaluation for leading international businesses
Global leader in Organization Development and Performance Enhancement with over 40 years of experience
www.inspireone.in
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Only HR company to have won two
prestigious UK
National Training
Awards
About TACKSales Force Acquisition, Evaluation & Development
Provides crucial insights to
maximize sales performance in companies of all sizes across industries
Offers
Sales Assessments with 95% Predictive Validity
Used by more than
8,500 companies and
on 600,000 sales people
Long-term partnerships with organizations
like DHL, Unilever, Tyco
Electronics, Nestle, Oracle among others
www.inspireone.in
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Headquartered in UK, TACK was founded in 1948 and now has a success record of
over 60 years.
A deep rooted expertise in sales and sales management.
World renowned for robust processes such as PRO PAYBACK ®, FIND ™, OFFER
Analysis, RAST, PSP and simple hands on programs.
Long term partnerships with global best such as DHL, Unilever, USL, Merck etc.
Only HR company to have won two prestigious UK National Training Awards.
Programs that are robust with real time research inputs.
About TACKSales Force Acquisition, Evaluation & Development
www.inspireone.in
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TACK has developed unique models, approaches and toolsthat offer great benefits to individuals and organisations, including:
PRO-PAYBACK®, our sales model,FIND™, our powerful questioning model,
OFFER ANALYSIS, our customer motivation model which incorporatesTACK’s unique concept of “YOU” APPEAL, and
TACK IQ™, our new key account management tool.
www.inspireone.in
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PROPAYBACK Selling
Solution Selling
Winning Sales Presentations
Profitable Negotiations
Key Account Management
Strategic Channel Partners
Global Account Management
Field Sales Management
Strategic Sales Management
Sales for non-sales people
Relationship Management
Comprehensive Sales Skills
Career Enhancing Skills
Advanced Professional Skills
Strategic Account Management
Strategic Channel Management
Account Management
Sales Management
Strategic Sales Management
Sales Awareness
Strategic Global
Sales Skills TACK Programs
TACK Sales Skills TowerSales Force Acquisition, Evaluation & Development
www.inspireone.in
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Institutionalize a uniform & structured sales process in the sales force & up skill them on clear ‘before’, ‘during’ & ‘after’ of a sales interaction.
Protect and grow your most valuable customers with the TACK Key Account Management System.
Enhance the managerial effectiveness of sales managers to drive better sales results through the team.
Enhance the negotiation skills of sales & non sales staff to get better terms & profits
Up skill the sales team on selling consultatively, by first thoroughly understanding the client need & then
recommending an appropriate solution to get better buy-in for your product’s/service’s value.
Key Account ManagementKey Account Management
Field Sales ManagementField Sales Management
Profitable NegotiationProfitable Negotiation
Consultative SellingConsultative Selling
PRO-PAYBACK™ Sales ApproachPRO-PAYBACK™ Sales Approach
TACK Flagship ProgramsSales Force Acquisition, Evaluation & Development
www.inspireone.in
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High Spots The TACK PRO-PAYBACK© Sales Model - a powerful formula to plan
and run effective, face to face customer meetings FIND™ questioning model: master the technique of asking powerful
questions. Leave the course with a series of worksheets - tailored to your
business, which follow each step of the sale and can be used immediately after the course
Equip your sales team with a comprehensive and practical toolkit of professional, solution
driven sales techniques to totally satisfy their customers and defeat competition.
PRO-PAYBACK™ Sales ApproachPRO-PAYBACK™ Sales Approach
Selling by objectives – reduce wasted traveling time and maximize face to face selling time The Customer Motivation Model - build your own confidence and communicate the all important
'You Appeal' of your product/service to motivate and persuade your customers Respond professionally to customer objections – understand the psychology and leave the
course with a formula to handle objections
www.inspireone.in
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Up skill the sales team on selling consultatively, by first thoroughly understanding the client need & then recommending an appropriate solution to get better buy-in for your product’s/service’s value.
High Spots
Identify your customers’ true needs and priorities through consultative selling Design and present your solution in a very clear and motivational way and win against tough
competition Successfully manage relationships with different types of people and respond to their concerns
and objections Negotiate favourable terms and conditions with procurement Achieve ‘trusted adviser’ status in the eyes of your customers
Consultative SellingConsultative Selling
www.inspireone.in
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Protect and grow your most valuable Key customers with TACK Key Account
Management Systems
High Spots
Identify key accounts – understand what makes an account key and how certain customer accounts evolve from merely transactional accounts to strategic alliances
Apply the TACK Account Management system to your own accounts – research your key accounts, assess where power lies, develop account management strategies, forecast revenue and plan tactical activities
Key Account ManagementKey Account Management
Drill Down to FIND Solutions – TACK’s 4 phase questioning technique to get to the heart of the customer’s identified and unidentified needs and wants.
Differentiate yourself from your competitors – see the competition through your customers’ eyes adapt your offer
www.inspireone.in
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Motivate and drive sales through each member of your sales team, while leading by
example
High Spots Apply the skills and gain the knowledge to succeed in this challenging role. Recruit and select a winning team – develop a recruitment plan to maximize your chances of selecting successful sales people. Lead and motivate your sales team for maximum performance. Prepare and deliver effective and motivational team meetings – understand the techniques and
resources to use to ensure results oriented sales meetings. Assess the current performance of each member of your team. Participative projects and case studies – bring the theory alive in a fun and challenging way Organize and conduct your field visits and field training effectively – get the most from this
invaluable time with members of your team.
Field Sales ManagementField Sales Management
www.inspireone.in
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Enhance the negotiation skills of sales & non sales staff to
get better business terms & profits
High Spots
Understand the psychology and process of negotiation Know how to prepare and commence a negotiation Be able to trade ‘variables’ and concessions profitably Be able to react positively and confidently to the strategies
and tactics used by the other party. Be able to achieve win/win and maintain good relationships
Profitable NegotiationProfitable Negotiation
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Our Approach - The 5I processAligning Our Approach With Your Strategic Intent
InvestigationWhat are the real challenges facing the organization?We seek to gain a thorough understanding and diagnosis by auditing your organization’s specific characteristics, needs and demands.
IdentificationHow we can address the challenges with maximum success?We analyze, evaluate and determine the course of action that best suits the specific situation and design a comprehensive and practical implementation plan
InspirationWe believe that real
progress comes from
people who really want
to develop ,who are
really inspired to
contribute. Our
interventions
work because they
engage the hearts and
minds of people to win
commitment to
execute at all levels
ImplementationWe ensure successful implementation at all levels of the process. Audit and assessment tools, process consulting methodologies, Inspiring workshops, executive coaching and implementation tools are an integral part of a holistic approach in which we have extensive experience.
IntegrationBy working with people to apply learning to daily working activities we ensure that new behavior becomes a way of life. Our approach establishes a connection between the new behavior and the rest of the organization’s systems and culture, enabling people to become empowered and sustain the change.
www.inspireone.in
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Disclaimer: This document contains confidential, proprietary or privileged information intended for use only by the individual or entity to which it is addressed.
Unauthorized use, copying or dissemination of the information contained in this document in any manner whatsoever is strictly prohibited.
p: +91 11 412 72700 | e: [email protected] | w: www.inspireone.in
“Without inspiration the best powers of the mind remain dormant. There is a fuel in us which needs to be ignited with sparks.”
Johann Gottfried Von Herder
How May We Inspire You?
