Ingersoll Rand boosts sales performance through global learning and development



 

Tack TMI delivered a custom-built, highly interactive global sales development programme – supporting sales teams to reinforce distributor relationships and achieve sustainable business growth.

The Customer

Ingersoll Rand is a global manufacturer and distributor of compressed air solutions, parts and services across a wide range of industries and applications. With over 160 years of expertise and a 2020 merger with Gardner Denver, it employs 21,000 people and delivers 80+ brands across complex environments worldwide.

 

Highlights

  • A globally aligned learning programme that provides consistent, high-quality training for every salesperson while adapting to local languages and cultures.
  • Practical commercial skills that enable sales teams to collaborate more effectively with distributors and improve day-to-day performance.
  • A shared sales framework that standardises selling through distributors across regions, supported by actionable tools and techniques.
  • Strengthens long-term growth through strong engagement and positive feedback from regions.

Colin Mander, Distribution Director Europe and Middle East, from Ingersoll Rand said:

“We’ve had consistently stellar feedback. Tack TMI was easy to work with, highly responsive and communicated clearly at every stage.”

The challenge

With ambitious growth targets and inconsistent sales development driving variable performance, outdated habits and misaligned practices, Ingersoll Rand needed to improve how global sales teams managed distributors—as long-term partners and an extension of the sales force.

The solution

Tack TMI delivered the Selling Through Distributors programme, based on PRO-PAYBACK Selling®, to improve sales capability, distributor engagement and consistency. This bespoke, highly interactive programme helped salespeople strengthen their understanding of commercial fundamentals and was rolled out across Europe, with local trainers adapting content to each market.

Read the Ingersoll Rand case study in full

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