Senior Manager, Sales Technology in Information Technology at UiPath (1001-5000 employees employees)

Use Cases and Deployment Scope

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.

Pros

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

Cons

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

Most Important Features

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

Return on Investment

n/a

Alternatives Considered

Sandler Training

Other Software Used

Sandler Training

Verified User

Professional in Sales (201-500 employees employees)

Use Cases and Deployment Scope

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.

Pros

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

Cons

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

Most Important Features

The Mantra
TED questions
Value Drivers

Return on Investment

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

Alternatives Considered

Sandler Training

Other Software Used

6sense, Salesforce CMS, Salesloft

Verified User

Contributor in Sales (501-1000 employees employees)

Use Cases and Deployment Scope

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 identified
Trained 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.

Pros

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

Cons

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

Most Important Features

Value Framework
Value Hypothesis

Return on Investment

Faster Deals
Larget Deals
Getting to the CxO level more often

Other Software Used

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

Verified User

Former Employee in Sales (1001-5000 employees employees)

Use Cases and Deployment Scope

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.

Pros

Deal Cycle Management
Strategic Negotiations
Overcoming Concerns

Cons

Verticalized Training
Segments content for SMB, Mid, Ent

Most Important Features

Content
Overcoming Concerns
Discovery Questions & Tactics

Return on Investment

Higher % of closed/won opps
Faster time to close

Alternatives Considered

Highspot

Other Software Used

Highspot

Force Management

What is Force Management?

Categories & Use Cases

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