Ingersoll Rand drives sales performance through global learning and development
Tack TMI delivered a bespoke global sales development programme for Ingersoll Rand, helping its sales teams strengthen distributor relationships, build consistency across markets and support sustainable business growth.
As a global manufacturer and distributor of compressed air solutions, parts and services, Ingersoll Rand operates across complex environments and multiple regions. With more than 160 years of expertise, 21,000 employees and a portfolio of 80+ brands, the business needed a more structured and consistent approach to sales development.
A global sales development programme built for distributor success
Ingersoll Rand had ambitious growth targets. However, sales development had evolved over time, with many teams learning primarily on the job. As a result, performance varied across teams, some habits had become outdated and best practice was not always aligned.
In addition, Ingersoll Rand needed to strengthen how its sales teams worked with distributors. This was not only a commercial challenge, but also a strategic one, as distributors play an important role as long-term partners and an extension of the sales force.
Colin Mander, Distribution Director Europe and Middle East at Ingersoll Rand, said:
“Selling through distributors is complex, with every partner operating differently. To support our double-digit growth ambitions, we needed to invest in our sales teams and give them the tools to succeed. It had been a long time since they’d received formal development support, so this was about refreshing core skills and creating a consistent, shared approach across the business.”
How the global sales development programme was delivered
Ingersoll Rand selected Tack TMI as its global learning and development partner because of its international reach, local-language delivery and competitive pricing.
Together, they developed a bespoke programme, Selling Through Distributors, based on Tack TMI’s PRO-PAYBACK Selling®. The programme focused on improving sales capability, strengthening distributor engagement and building greater consistency across markets.
The programme was highly practical and interactive. It helped salespeople better understand how to sell through distributors, including how to manage leads, handle sales objections, understand margins and support distributor success.
Importantly, the programme was first piloted in the UK, then refined collaboratively before being rolled out across Europe. Local trainers adapted the content to each market’s cultural and commercial context, helping to maintain consistency while still making the learning relevant in each region.
Colin explained:
“When you sell through distributors, they are effectively an extension of your sales force. One salesperson might be responsible for a country and managing 10 or 12 distributors, all with very different levels of capability. The sales development helped ensure our teams really understood the commercial fundamentals, like margins and how to work with distributors to make them more successful.”
He added:
“The goal wasn’t to make everyone identical, but to get everyone working in the same way and aligned around a consistent sales approach.”
Early impact across regions
Although the programme is still in its earlier stages, feedback from the initial rollouts has been extremely positive.
For example, the Italian distribution team described the learning and development programme as a valuable opportunity to align on the role and responsibilities of the Distribution Manager. The interactive format encouraged participants to reflect on real business situations and apply the learning directly to their day-to-day work.
The trainer’s practical approach was also praised. Real-world examples, simulations and role plays helped the team navigate the challenges of a highly competitive market. As a result, the programme increased clarity around key skills, strengthened commercial and relationship management capability, and helped identify new business opportunities.
Overall, the global sales development programme has delivered several clear benefits:
- a more consistent sales approach across regions
- stronger distributor relationships
- more motivated and engaged sales teams
- improved readiness for future growth
- effective global delivery with local impact
Colin Mander said:
“We’ve had consistently stellar feedback. Tack TMI was easy to work with, highly responsive and communicated clearly at every stage.”
What’s next for the global sales development programme
Ingersoll Rand plans to continue its partnership with Tack TMI and expand into additional sales topics, including negotiation and ongoing refresher programmes.
Further country rollouts are also planned, supporting the company’s long-term goal of building a high-performing, aligned global sales organisation.
Looking ahead, Colin highlighted the importance of local-language delivery as a major differentiator:
“We’re working with Tack TMI to develop a one-day negotiation programme for the coming year. One of our biggest challenges was language, and Tack TMI’s proven ability to deliver learning and development in the local languages required, from across the UK, Italy, Spain, France and Poland to India is a major differentiator.”
This global sales development programme has helped Ingersoll Rand create a more aligned sales approach, support distributor success and strengthen capability across regions.
If you’re looking to build stronger sales capability across regions or develop a more effective global sales development programme, get in touch with Tack TMI to see how we could support your team.