Sales Training and Sales Management Solutions
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This document provides an overview of InspireOne and TACK International's sales and sales management training solutions. InspireOne is an organization that specializes in leadership development, customer centricity, and sales force evaluation and development. TACK International, founded in 1948, is a global expert in sales development and sales force acquisition and evaluation. The document describes several of TACK's flagship training programs, including the PRO-PAYBACK sales approach, consultative selling, key account management, field sales management, and profitable negotiations. It also outlines InspireOne's 5I process for aligning training programs with clients' strategic goals through investigation, inspiration, identification, implementation, and integration.
Sales Training and Sales Management Solutions
- 1. Sales & Sales Management Solutions Page 1
- 2. In This Presentation About InspireOne About TACK International • Sales & Sales Management Training Solutions: Brief Details InspireOne TACK process and Frameworks InspireOne TACK Clients Page 2
- 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 Page 3 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 Page 4 www.inspireone.in
- 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 Page 5 www.inspireone.in
- 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. Page 6 www.inspireone.in
- 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. Page 7 www.inspireone.in
- 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 Page 8 www.inspireone.in
- 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. Page 9 www.inspireone.in
- 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 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 Page 10 www.inspireone.in
- 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 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 Page 11 www.inspireone.in
- 12. Key Account Management 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 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 Page 12 www.inspireone.in
- 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. Page 13 www.inspireone.in
- 14. Profitable Negotiation 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 Page 14 www.inspireone.in
- 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. Page 15 www.inspireone.in 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: [email protected] | w: www.inspireone.in 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. 16