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Force Management

Score9.2 out of 10

5 Reviews and Ratings

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What is Force Management?

Force Management is a sales training organization that helps client produce real results.

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Reviews

What users are saying about Force Management.
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Force Management Review for large org

Incentivized
Mike YerkeView profile
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

A Force to be reckoned with

Incentivized
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

Leveled Up our Org

Incentivized
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:

<ul><li>Create our Value Framework (problems we help customers solve)</li><li>Create a repeatable process for uncovering pain related to those Pillars we identified</li><li>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. </li></ul>

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

Fantastic Resource To Close Deals!

Incentivized
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