Joe Marcin, Senior VP Global Sales
Our Command of the Sale methodology begins with a discovery phase. Our project team gathers the insights needed about how your company and organizational structure facilitates the customer engagement process.
We'll assess how the sales process is working now, how your buyers engage with your organization and any marketplace dynamics that impact how you engage with customers. This phase helps to ensure your deliverables are fully customized and aligned to your company.
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 organizational alignment. Customers tell us repeatedly that these workshops are essential to ensure that all of your teams are on the same page and are able to execute in a way that improves the bottom line.
See how we use the MEDDICC methodology to align both buyers and sellers around sales qualification that drives results.
After the workshop phase, you'll have drafts of the key deliverables that will improve the way you advance the sales process. During integration, we ensure this content is adapted into our baseline curriculum. We also identify and develop any new materials that are needed to support the sales training.
Our project teams will work to ensure that everything rolled-out to your customer engagement teams has cross-functional agreement and is relevant to what they do every day. During this process, we also make sure that your delivery event is set up for measurable success.
Delivery is the stage where the work of the team is launched to the sales organization. This step is where we focus on the B2B sales training that will give your teams the proficiency and tactical skills they need to improve sales execution.
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 for the delivery is managed through our Command Center engagement management system.
This may be the most critical step and 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 Sale in their work environments. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent adoption of the methodology.