How we do it
Foundational Principles of our engagement that has enabled our customers to achieve more
Solving for the organizational context first before diving into the sales capability changes required
Framing and reframing the problem statement, so that we solve for what creates the maximum impact
Connecting the dots from our engagement to the measurable business results
Always think of sustenance with every engagement (aka) Coaching
Co-create engagement with clients that they could serve up as best practices
Make the Best Better
Utilize various forms of coaching to empower the customer to establish and sustain a coaching culture
Empower Groups to become Teams and unleash their synergy so that collectively they achieve more
Mechanisms for Engagement
Various ways we can engage with you.
1
Expert Facilitation
The quality of facilitation is often found in acknowledgement from the audience. When the feedback from customers is consistent, that our workshops are among the most productive and useful, it strengthens our commitment to deliver more.
Utilization of multiple frameworks, application of coaching principles, sequencing of the learning and the manner of engagement with the audience is what sets us apart.
When customers acknowledge that our workshops are perhaps the best they have attended, we know that we can serve you better in what you aspire to achieve, through facilitation.
Customer Engagement Scenario
“Necessity is the mother of invention” – Leadership Skills development for the new reality
Customer Situation
Customer SituationWith the advent of Covid-19, and the subsequent global lockdowns, most organizations were forced to adopt a virtual approach to engagement. The President of a $Billion software organization decided that waiting for Covid-19 to pass over was not an option. Moreover, quarterly pressures were building up on the business and the leaders were expected to play differently in the new normal. They decided to bite the bullet and test a virtual engagement option for leadership skills development for the top 50 leaders within their enterprise.
Tripura Engagement
Tripura EngagementWe had a deep conversation with the President of the organization to discover the key areas of focus in this new reality. These centered around people management, process optimization and pipeline build. Given the virtual nature of the engagement, we designed a set of experiences and content that would help the leaders stay engaged while learning and contributing. Usage of breakout rooms, polls and pop-quizzes combined with powerful insights created a memorable experience for the leadership team.
Customer Outcome
Customer OutcomeAll stakeholders benefitted from this engagement. The delegates overcame the trepidations of the virtual learning environment and dived whole-heartedly into the engagement, thus learning significantly from their investment of time. The leader gained inputs from each of the delegates on their learnings, actions and sustenance plan so that he could now aggregate these inputs to plan the next series of engagements with his extended team. From a learning professional’s perspective, they gained the confidence that a virtual engagement could be as effective as an in-person engagement. Given the continued constraints on mobility, this virtual engagement option opened a plethora of possibilities for the entire business to consider.
“Necessity is the mother of invention” – Leadership Skills development for the new reality
Customer Situation
With the advent of Covid-19, and the subsequent global lockdowns, most organizations were forced to adopt a virtual approach to engagement. The President of a $Billion software organization decided that waiting for Covid-19 to pass over was not an option. Moreover, quarterly pressures were building up on the business and the leaders were expected to play differently in the new normal. They decided to bite the bullet and test a virtual engagement option for leadership skills development for the top 50 leaders within their enterprise.
Tripura Engagement
We had a deep conversation with the President of the organization to discover the key areas of focus in this new reality. These centered around people management, process optimization and pipeline build. Given the virtual nature of the engagement, we designed a set of experiences and content that would help the leaders stay engaged while learning and contributing. Usage of breakout rooms, polls and pop-quizzes combined with powerful insights created a memorable experience for the leadership team.
Customer Outcome
All stakeholders benefitted from this engagement. The delegates overcame the trepidations of the virtual learning environment and dived whole-heartedly into the engagement, thus learning significantly from their investment of time. The leader gained inputs from each of the delegates on their learnings, actions and sustenance plan so that he could now aggregate these inputs to plan the next series of engagements with his extended team. From a learning professional’s perspective, they gained the confidence that a virtual engagement could be as effective as an in-person engagement. Given the continued constraints on mobility, this virtual engagement option opened a plethora of possibilities for the entire business to consider.
2
Customer / Partner on-the Job Coaching (In-Field Coaching)
The power and value of coaching is enhanced when it is applied at the crucial interfaces that matter.
Specific to sales, these are at the customer and partner interfaces. When interlaced with feedback, the entire engagement becomes rich for the coachee.
On-the-job coaching involves the coach shadowing the coachee on their customer/partner visit. The altitude of the visit depends on whether the coachee is a sales professional, sales manager or a sales leader.
In each of these cases, the coach and the coachee plan upfront on the objectives and outcomes of the meeting, and how the coachee plans to structure the conversation towards powerful customer outcomes. In the case of sales managers / leaders, the upfront discussion is also about whether the manager / leader is planning to lead by example or coach their team member during the customer conversation.
Every meeting that is on-the-job provides a plethora of insights for both the coach and the coachee and the debrief becomes rich with added feedback.
This allows the coachee to gain greater awareness of their behaviors and exercise better choices in their subsequent meetings. In some cases, we have seen on-the-job coaching to be a great “ego buster”, as the coachee realizes the significant gap between their aspirations and their actual results. This humility actually helps many coachees move away from a lone-wolf mindset to embracing the possibilities of working as a team to achieve more together.
From the coachee’s perspective, consistent feedback has been, that on-the-job coaching is possibly the most effective form of coaching. Some of our customers refer to on-the-job coaching as in-field coaching.
We see an increasing trend of organizations investing in in-field coaching as they seek to establish a coaching culture as the DNA of their Sales Organizations.
Customer Engagement Scenario
Coaching at the customer interfaces that matter
Customer Situation
One of the largest business applications providers in the world, discovered that their customer loyalty scores were trending lower, in addition to their renewals getting more and more challenged. Some of their initiatives with E-learning and ‘lunch and learn’ sessions were hardly making any difference to these customer scores. Moreover, high turnover at the leadership level was also impacting morale. We were brought in to re-energize, re-engage and rejuvenate the entire sales team so that they could start operating as a team to achieve more for their customers.
Tripura Engagement
Nothing happens until a customer buys something. Therefore, all our engagements were indexed around winning at the customer interface. This meant that every sales team member understood and appreciated the new normal at which they needed to operate with their customers. In addition to knowledge and skills, we focused more on behaviors, role-plays and the power of articulation / story telling.
Customer Outcome
It is amazing how much learning can happen in a sales call, especially when it has a sales coach observing and providing feedback. Every sales call we participated in resulted in a rich harvest of observations and powerful feedback for the seller. This raised their awareness on how they could be operating at a different level. Credit goes to this customer who believed in the power of investing at the customer interfaces. With powerful feedback the teams started to operate differently with their customers and were able to gain better access to customer executives. This helped them to focus on organizational priorities for their customer and therefore craft larger deals that ensured their success. Customers were now happier that their organizational issues were getting resolved and our customer was happier for the greater morale and better results that this initiative provided.
Coaching at the customer interfaces that matter
Customer Situation
One of the largest business applications providers in the world, discovered that their customer loyalty scores were trending lower, in addition to their renewals getting more and more challenged. Some of their initiatives with E-learning and ‘lunch and learn’ sessions were hardly making any difference to these customer scores. Moreover, high turnover at the leadership level was also impacting morale. We were brought in to re-energize, re-engage and rejuvenate the entire sales team so that they could start operating as a team to achieve more for their customers.
Tripura Engagement
Nothing happens until a customer buys something. Therefore, all our engagements were indexed around winning at the customer interface. This meant that every sales team member understood and appreciated the new normal at which they needed to operate with their customers. In addition to knowledge and skills, we focused more on behaviors, role-plays and the power of articulation / story telling.
Customer Outcome
It is amazing how much learning can happen in a sales call, especially when it has a sales coach observing and providing feedback. Every sales call we participated in resulted in a rich harvest of observations and powerful feedback for the seller. This raised their awareness on how they could be operating at a different level. Credit goes to this customer who believed in the power of investing at the customer interfaces. With powerful feedback the teams started to operate differently with their customers and were able to gain better access to customer executives. This helped them to focus on organizational priorities for their customer and therefore craft larger deals that ensured their success. Customers were now happier that their organizational issues were getting resolved and our customer was happier for the greater morale and better results that this initiative provided.
3
Group / Team Coaching
According to Patrick Lencioni, the biggest single untapped competitive advantage within organizations is teamwork. The best way to get teams to overcome their dysfunctions is to use the power of coaching in a climate of positivity and possibility.
Group Coaching brings together the best of other disciplines like facilitation and training to ensure groups achieve powerful outcomes. To make group coaching real, we use live customer accounts and sales opportunities to ensure that the coaching produces business results.
In the case of group coaching on a customer account, the focus is on building uniform clarity across the team, building alignment towards customer outcomes and ensuring commitment and accountability to achieving those outcomes.
In the case of group coaching on a deal, powerful questions through different perspectives allows the team to discover blind spots in their strategies, vulnerabilities in their engagement and risks to their outcome. The group coaching helps them formulate a set of risks that they will mitigate together to move the deal forward towards closure.
Customer Engagement Scenario
Coaching Sales Managers to build multimillion-dollar pipelines for one of the largest Enterprise Business Software companies
Customer Situation
The Enterprise team of one of the largest Enterprise Software companies in the world discovered a need to significantly improve the quality of their pipeline. In addition, they needed their managers to improve their coaching skills so that they are able to drive sustenance within the business. These two requirements needed to be blended together and they reached out to Tripura Multinational to fulfil these goals.
Tripura Engagement
As part of this engagement, we decided to use coaching as the fulcrum for change. We led by example on the first account plan as the entire team got together to be coached to a higher aspiration. All of the sales managers observed this demonstration of coaching to understand the finer nuances of coaching, facilitation and project management. The art of asking hard questions in a soft way, structuring the conversation towards specific outcomes and facilitating everybody’s contribution and ownership to the process were key take-aways by the managers.
For the next account, one of sales managers had to step up and replicate what they had observed earlier using their own style of facilitation and coaching. This approach of observation and application, provided each manager with a tremendous opportunity to step out of their comfort zone to bring out the best in the account teams.
Customer Outcome
With this particular customer, around $125 Million of net new revenue was identified (globally, the same methodology has been used to generate over $5 Billion of net new potential opportunities). In addition to the discovery of the pipeline, the managers were also coached to stay accountable to the qualification, acceleration and closure of the pipeline as well. Within the first three months, this initiative yielded an additional $8 Million of revenue which could not have happened without this engagement. Moreover, this methodology has been leveraged by each of the managers to coach their account teams to generate millions of dollars of net new pipeline.
Coaching Sales Managers to build multimillion-dollar pipelines for one of the largest Enterprise Business Software companies
Customer Situation
The Enterprise team of one of the largest Enterprise Software companies in the world discovered a need to significantly improve the quality of their pipeline. In addition, they needed their managers to improve their coaching skills so that they are able to drive sustenance within the business. These two requirements needed to be blended together and they reached out to Tripura Multinational to fulfil these goals.
Tripura Engagement
As part of this engagement, we decided to use coaching as the fulcrum for change. We led by example on the first account plan as the entire team got together to be coached to a higher aspiration. All of the sales managers observed this demonstration of coaching to understand the finer nuances of coaching, facilitation and project management. The art of asking hard questions in a soft way, structuring the conversation towards specific outcomes and facilitating everybody’s contribution and ownership to the process were key take-aways by the managers.
For the next account, one of sales managers had to step up and replicate what they had observed earlier using their own style of facilitation and coaching. This approach of observation and application, provided each manager with a tremendous opportunity to step out of their comfort zone to bring out the best in the account teams.
Customer Outcome
With this particular customer, around $125 Million of net new revenue was identified (globally, the same methodology has been used to generate over $5 Billion of net new potential opportunities). In addition to the discovery of the pipeline, the managers were also coached to stay accountable to the qualification, acceleration and closure of the pipeline as well. Within the first three months, this initiative yielded an additional $8 Million of revenue which could not have happened without this engagement. Moreover, this methodology has been leveraged by each of the managers to coach their account teams to generate millions of dollars of net new pipeline.
4
Virtual Learning
We are seeing an increasing trend of workshops going virtual. Facilitating Virtual Workshops requires a higher order of skills to meet the expectations of demanding customers. By blending the power of technology with powerful facilitation, we have observed higher levels of engagement, greater learning and greater commitment to translating learnings into actions and results.
The other aspect of virtual learning that is underappreciated but showcases tremendous promise are Self Paced Learning through videos. These videos when created by practitioners rather than theoreticians help viewers gain critical skills that they can put to work immediately.
We have designed our initial set of sales videos to focus on Deal Qualification. In our experience, Deal Qualification is the core strength of selling. If Sales Professionals builds this core strength, they can become extremely successful in their sales career. We offer these videos as individual modules or as a set of qualification criteria that can be applied on any live deal and consumed at your convenience. This current framework is called VICTORY™ – it is trademarked in Singapore and currently filters over $3 Billion of opportunities every year across the globe.
Customer Results - Case Study
Venkat breaks assumptions that we as leaders and sales professionals are normalized to and awakens our ability to critically think from a customer’s perspective. I believe that Tripura Multinational’s Qualification framework is a robust and essential toolkit to enhance organizational resiliency and the programme was the best way to initiate an individual/team to practically implement the same. Highly recommend this Virtual Instructor Led Workshop!
– Sales Acceleration Trainer, SAARC, Veeam Software
5
1:1 Sales Coaching
Coaching is the art of asking powerful questions, to help the coachee achieve their goals through critical thinking and disciplined execution. In the case of sales coaching, we focus at two levels viz. Sales Managers and Sales Leaders.
With Sales Managers, the focus normally revolves around their management and development of a high-performance team and their ability to collaborate with peers to drive a higher order of results. Sometimes our coaching sessions also involve role playing, observing the coaching of crucial conversations and coaching team meetings to achieve greater outcomes.
With Sales Leaders, the focus shifts to managing their ecosystem, critical stakeholders and engaging in constructive politics to achieve more. Sometimes Sales Leader coaching hinges on Sales Model Design, Complex Deal Orchestration and Long-Range Planning.
Customer Results - Case Study
Amazing insight into wide range of coaching and leadership models / techniques to help me become a Super Coach. Builds trust and empathy throughout, great passion and care. Unique understanding of Microsoft APAC organisation, culture, people and leverages that to coach to goals that are pragmatic and real in MS context. Challenges me with tough questions to force me to learn from my own insights.
– APAC Sales Specialist Team Unit Leader
6
Sales Assessments
Any sales organization can benefit from better optics – assessments provide actionable insights that helps sales organizations fine tune their recruitment and development initiatives. Sales assessments work best when applied continuously across the sales cycle and across different levels of the organization.
Sales organizations exist to add significant value to their customers. Throughout this lifecycle of value addition, we have designed a number of assessments that provides you inputs and insights to run a better sales organization.
Our differentiation lies in our ability to assess critical customer value-adding behaviors in the field. The observations greatly amplify the value to the seller and the manager involved.
The list of assessments below is your opportunity to gain deeper insight into behaviors that transform the customer experience.
- In-field Seller Assessment
- In-field Manager Assessment
- Seller Capability Assessment
- Sales Manager Capability Assessment
- Sales Leader Capability Assessment
- Sales Team Capability Assessment
- Complex Deal Risk Assessment
- Customer Centricity Assessment
Customer Engagement Scenario
Assessing Customer Centricity in the Japanese Subsidiary of a German Multinational
Customer Situation
In long range planning, it is important to understand where your business stands among other world class companies especially in the area of customer centricity. Our customer was no stranger to this need when they embarked on their journey to draft out a three-year vision and aspiration for their organization. They roped in Tripura Multinational to help them discover and address their gaps in customer centricity.
Tripura Engagement
With awareness comes choice. We decided to run an assessment of customer centricity within the top 40 leaders inside the organization. This assessment included areas like customer insights and foresights, competition insights and foresights, peripheral vision, empowerment, strategic alignment and cross group collaboration. Their responses were then benchmarked against the most customer centric organizations in the world to highlight their gaps.
Customer Outcome
The customer was struck by how little their own organization was focussed outward, especially around the customer and competition. Their gaps actually prodded the leadership team to bring about structural changes in the organization and to build operational rigour to bring ‘outside in’ perspectives. Collectively their efforts led them to becoming anointed as the worldwide Market Unit of the year and they are currently working towards achieving their long-range vision a year ahead of schedule.
Assessing Customer Centricity in the Japanese Subsidiary of a German Multinational
Customer Situation
In long range planning, it is important to understand where your business stands among other world class companies especially in the area of customer centricity. Our customer was no stranger to this need when they embarked on their journey to draft out a three-year vision and aspiration for their organization. They roped in Tripura Multinational to help them discover and address their gaps in customer centricity.
Tripura Engagement
With awareness comes choice. We decided to run an assessment of customer centricity within the top 40 leaders inside the organization. This assessment included areas like customer insights and foresights, competition insights and foresights, peripheral vision, empowerment, strategic alignment and cross group collaboration. Their responses were then benchmarked against the most customer centric organizations in the world to highlight their gaps.
Customer Outcome
The customer was struck by how little their own organization was focussed outward, especially around the customer and competition. Their gaps actually prodded the leadership team to bring about structural changes in the organization and to build operational rigour to bring ‘outside in’ perspectives. Collectively their efforts led them to becoming anointed as the worldwide Market Unit of the year and they are currently working towards achieving their long-range vision a year ahead of schedule.
7
Public Workshops
Our Events seek to inform, extend and transform your capabilities. We invest in ensuring that our events provide a diverse platform for learning and engagement, and a diversity of views / perspectives that will help delegates achieve more.
How do we drive sustainable engagements?
Assessment
01
Both self and 360
02
Set the water-level for your engagement and start preparing for case study discussions
Prework
03
Live Engagement
HANDS ON experience to raise your awareness, increase your appreciation and provide opportunities for application through teaching, facilitation, expert mentoring, and peer coaching
04
Periodical touch downs to revitalize your retention and assess progress against your projects
Reinforcement
05
Coaching
To unleash your hidden heroes for you to become an independent achiever
06
Leverage the power of technology to use repetition and reinforcement to drive retention – Create Your High Performing Habits
Habit Formation
01
Assessment
Both self and 360
02
Prework
Set the water-level for your engagement and start preparing for case study discussions
03
Live Engagement
HANDS ON experience to raise your awareness, increase your appreciation and provide opportunities for application through teaching, facilitation, expert mentoring, and peer coaching
04
Reinforcement
Periodical touch downs to revitalize your retention and assess progress against your projects
05
Coaching
To unleash your hidden heroes for you to become an independent achiever
06
Habit Formation
Leverage the power of technology to use repetition and reinforcement to drive retention – Create Your High Performing Habits
