Tack TMI delivered a bespoke, highly interactive global sales development programme, helping sales teams strengthen distributor relationships and drive sustainable business growth.

The Customer

Ingersoll Rand is a global manufacturer and distributor of compressed air solutions, parts, and services for 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, delivering 80+ brands across complex environments globally.

Highlights

Globally aligned learning programme, giving every salesperson consistent, high-quality training while adapting to local languages and cultures
Practical commercial skills for sales teams to collaborate effectively with distributors and improve daily performance
Shared sales framework that standardises selling through distributors across regions, strengthening capability with actionable tools and techniques
Supports long-term business growth through strong engagement and positive regional feedback

Colin Mander, Distribution Director Europe and Middle East, Ingersoll Rand

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

The challenge

Faced with ambitious growth targets and inconsistent sales development, which led to variable performance, outdated habits and misaligned practices, Ingersoll Rand needed to strengthen how its global sales teams managed distributors as long-term partners and extensions of the sales force.

The solution

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

Read the Ingersoll Rand case study in full

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