Sales and Sales Management training solutions from InspireOne

1. Sales & Sales Management Solutions
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2. 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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3. About InspireOne
Organization Profile
Our Vision
To be the preferred partner for organizations around the world that want to maximize their
corporate value through the development of their human capital
We were founded in
the year 1999
Our logo evolved from the thought that a single unit
is ‘inspired’ & breaks away from the ‘I’ to reveal ‘1’.
Professionals globally
Countries represented
2,000
50
Number of people inspired
Clients worked with
1,00,000+
200+
Our Expertise
Productivity Enhancement
Customer Centricity
Leadership Assessment & Development
Sales Force Acquisition, Evaluation & Development
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www.inspireone.in

4. About InspireOne
Our Global Partnerships
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
InspireOne enables organizations improve business performance by developing
their most valuable asset - their people.
Organization member of the Association for Coaching
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5. About TACK
Sales Force Acquisition, Evaluation & Development
Used by more than
8,500 companies and
on 600,000 sales people
Provides crucial insights to
maximize sales
performance in companies of
all sizes across industries
Offers
Sales Assessments with
95% Predictive
Validity
Long-term partnerships with organizations
like
DHL, Unilever, Tyco
Only HR company to have won two
prestigious UK
Electronics, Nestle, Oracle
National Training
among others
Awards
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6. About TACK
Sales Force Acquisition, Evaluation & Development
 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.
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7. TACK has developed unique models, approaches and tools
that 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 incorporates
TACK’s unique concept of “YOU” APPEAL, and
TACK IQ™, our new key account management tool.
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8. TACK Sales Skills Tower
Sales Force Acquisition, Evaluation & Development
Sales Skills
TACK Programs
Strategic Sales Management
Sales Management
Strategic Global
Account Management
Strategic Sales Management
Field Sales Management
Global Account Management
Strategic Channel Management
Strategic Channel Partners
Strategic Account Management
Key Account Management
Profitable Negotiations
Advanced Professional Skills
Relationship Management
Winning Sales Presentations
Career Enhancing Skills
Solution Selling
Comprehensive Sales Skills
PROPAYBACK Selling
Sales Awareness
Sales for non-sales people
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9. TACK Flagship Programs
Sales Force Acquisition, Evaluation & Development
PRO-PAYBACK™ Sales Approach
Institutionalize a uniform & structured sales process in the sales force & up skill them on clear ‘before’, ‘during’ &
‘after’ of a sales interaction.
Key Account Management
Protect and grow your most valuable customers with the TACK Key Account Management System.
Field Sales Management
Enhance the managerial effectiveness of sales managers to drive better sales results through the team.
Profitable Negotiation
Enhance the negotiation skills of sales & non sales staff to get better terms & profits
Consultative Selling
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.
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10. PRO-PAYBACK™ Sales Approach
Equip your sales team with a comprehensive and practical toolkit of professional, solution
driven sales techniques to totally satisfy their customers and defeat competition.
High Spots
 The TACK PRO-PAYBACK© Sales Model - a powerful formula to
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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 wasted traveling time and maximize face to face selling time
Selling by objectives – reduce
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
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11. Consultative Selling
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
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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
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12. Key Account Management
Protect and grow your most valuable Key customers with TACK Key Account
Management Systems
High Spots
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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
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
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13. Field Sales Management
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.
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14. Profitable Negotiation
Enhance the negotiation skills of sales & non sales staff to
get better business terms & profits
High Spots
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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
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15. Our Approach - The 5I process
Aligning Our Approach With Your Strategic Intent
Investigation
What 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.
Inspiration
We believe that real
Identification
How 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
Implementation
progress comes from
people who really want
to develop ,who are
really inspired to
contribute. Our
We 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.
Integration
interventions
work because they
engage the hearts and
minds of people to win
By 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.
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commitment to
execute at all levels

16. “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?
p: +91 11 412 72700 | e: info@inspireone.in | w: www.inspireone.in
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