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

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Web and Video Conferencing

Customer Support

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WebOps

Development

Business Intelligence (BI)

Collaboration

Partner Relationship Management

Supply Chain Visibility

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Accounting

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Trust Management

Finance and Accounting

Applicant Tracking

Corporate Learning Management

Corporate Volunteering

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Talent Intelligence

Talent Management

Workforce Analytics

Workforce Management

Human Resources

3D Printers

Business Process Automation

Cloud Migration

Cloud Storage

Compliance Consulting

Content Delivery Networks (CDN)

Data Center Outsourcing (Canada)

Data Recovery Service

Data Virtualization

Distributed Denial of Service (DDoS) Protection

Fraud Detection

Hadoop-Related

Hosted Virtual Desktop

IT Alert Management

IT Infrastructure Monitoring

Integration Platform as a Service (iPaaS)

Network Performance Monitoring

Secure Access Control

Smart Contracts

Software Defined Networking (SDN)

Tower Servers

Information Technology

A/B Testing

Ad Serving & Retargeting

All-in-One Marketing

Brand Intelligence

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Content Management

Email Marketing

Grant Management Software

Local Listing Management

Marketing Automation

Social Media Management

Survey & Forms Building

Virtual Event

Web Analytics

Marketing

Project Management

Professional Services

Customer Relationship Management (CRM)

Intelligent Virtual Assistant

Lead Generation Services

Sales

User and Entity Behavior Analytics (UEBA)

Security

Assisted Living

Construction Accounting

InsurTech

Insurance Policy Administration Systems

Insurance Suites

Insurance Underwriting and Rating

Jail Management

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Pharmacy

Public Transportation

Scholarship Management

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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?