Every Command of the Message engagement begins with a discovery phase. Just like in a sales process, our project team gathers the insights needed about your company, organizational structure, products, industry, and buyers. For example, what are the current dynamics within your company and in that marketplace that are impacting the sales organization? Where do you have cross-functional alignment and where can it be improved?
You play an integral role in ensuring that we gather the needed information from your internal players and your customers to ensure that your Command of the Message program is customized to your organization.
This step is where your leadership teams create the tools that will be rolled out to the entire organization. Our series of high-impact workshops pull together the knowledge
This stage is pivotal because it sets the stage for alignment. Our clients tell us repeatedly that these workshops get them to a place they couldn't get to on their own and fosters the needed cross-functional alignment that results in bottom-line impact.
After the workshop phase, we integrate the developed content into the baseline curriculum. We also identify and develop any new materials that are needed to support the sales training. We want to ensure that everything rolled-out to your sales teams has cross-functional agreement and is relevant to what they do every day.
During this process, we also make sure that you are in full agreement with what we are presenting to your teams during delivery.
Delivery is when the program is launched to the sales organization based on the content that was created during the previous stages. This step is where we focus on the B2B sales training.
Our approach is based on state-of-the-art adult learning models. The majority of the instruction consists of role plays and practical exercises that leverage real-world selling scenarios. Pre-work is delivered via our Command Center engagement management system.
This step is one area where our customers see the Force Management difference most often. We ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for the initiative.
Our methodology focuses on adoption from the start so immediately after training, your leadership teams, managers and reps understand the critical activities they need to do to leverage Command of the Message in their work environments. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent reinforcement of the methodology.