Name: Force Management
Rating: 9.2 (5 reviews)
Author: Force Management

Customer Success Management Training

Help Desk

Web and Video Conferencing

Customer Support

Augmented Reality Development

Development

Academic Advising

Education

Board Management

Business Intelligence (BI)

Collaboration

Contract Management

Corporate Social Responsibility (CSR)

Desktop Publishing

Enhanced 911 (E911)

Environmental Health and Safety (EHS)

Manufacturing Execution

Project Portfolio Management

Enterprise

Accounting

Investor Relations

Merger and Acquisition

Finance and Accounting

Applicant Tracking

Corporate Learning Management

HR Management

Payroll

Talent Intelligence

Talent Management

Workforce Analytics

Workforce Management

Human Resources

Access Gateways

Build Automation

Cloud Storage

Continuous Delivery

Converged Infrastructure

Data Center Cooling

Data Fabric

Fraud Detection

Integration Platform as a Service (iPaaS)

Managed File Transfer (MFT)

Mobile Device Management (MDM)

Network Behavior Analysis

Network Performance Monitoring

Threat Intelligence

Value-Added Resellers (VARs)

Workload Automation

Information Technology

A/B Testing

Ad Serving & Retargeting

All-in-One Marketing

Audience Engagement

Audio Editing

Content Management

Email Marketing

Gamification

Local Marketing

Marketing Automation

Press Release Management

Product Information Management (PIM)

Screen and Video Capture

Search Engine Marketing (SEM)

Social Media Management

Survey & Forms Building

Web Analytics

Marketing

Project Management

Professional Services

Customer Relationship Management (CRM)

Proposal

Quote to Cash

Sales Coaching

Sales

Cloud Infrastructure Entitlement Management

Security

Apparel

Chargeback Management

Dental

Financial Services CRM

ID Card

Internet of Medical Things

Nonprofit Fundraising

Oil and Gas

Vertical-Specific

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Sales Consulting Services and Companies

Force Management is an easy-to-use tool, without a doubt a true sales enablement transformation framework. This also helps us optimize the time and collaboration of our Sales teams to be more efficient and wider in their deals. We use the Force Management framework in all of our business segments, including Business Development Representatives.

Force Management framework
Sets up sellers for success
Challenges sellers to be value driven

Only a few certified trainers available internally
1-2 annual trainings on methodology
More out of the box integrations to use the framework

Internal certified trainers
Using MEDDPICC within our systems
Take home guidebooks to refresh up on

We did a company-wide Force Management training with their Command of the Message program. It was a very rich program that was well organized and personalized to our company's value proposition. They had an easy to follow guide that hosted the materials, highlighted what take home exercises we needed to complete, as well as reinforcement training. The whole training was centered on how to provide value and connect our product's services directly to the prospective client's use cases and business pain, in a way that ties directly to the outcomes they're looking to achieve with employee collaboration.

Discovery question flow
Describing value drivers
organized sfdc implemented workflows directly after

Some of the MEDPICC tenets didn't apply to all business segments
The reinforcement training should still be offered as a refresher - 1, 2 years later
A lot of the principles were focused on Enterprise, so we had to modify for smaller accounts

Speaking the prospective client's language to vet out ICPs faster
Telling more customer stories with similar use cases
We now have a cohesive company-wide language to qualify deals

We leveraged the for consulting services for our Sales Org. 

They helped us:
Create our Value Framework (problems we help customers solve)Create a repeatable process for uncovering pain related to those Pillars we identifiedTrained us on how to create a narrative throughout the sales process, constantly uncovering and testing our hypothesis on the Value Pillar we will provide and Pain we discovered to continue to hone in on them as we get higher in the Customer Org.

Questions throughout the Sales Process
How to create Executive Summaries and align with initiatives going on within a Customer Org
Training on uncovering Pain/Value Hypothesis
Training on presenting at each stage in the buyers journey

Prospecting (not their focus I don't think but aligning the value to outbound messaging would be cool and how to use those pillars to see if those are focuses within the org to get the initial meeting
Renewals

Faster Deals
Larget Deals
Getting to the CxO level more often

Outreach, LinkedIn Sales Navigator, Gong, OneNote, Salesforce Experience Cloud

I use Force Management almost every single day to ensure that sales opportunities I have in play are being run seamlessly and efficiently. I use this for my own opportunities and to work with others on my team to do the same thing. This is a fantastic tool to get strategic on deals and ensure that you have a high level of confidence in them closing.

Deal Cycle Management
Strategic Negotiations
Overcoming Concerns

Verticalized Training
Segments content for SMB, Mid, Ent

Content
Overcoming Concerns
Discovery Questions & Tactics

Higher % of closed/won opps
Faster time to close

Force Management

Overview

What is Force Management?