When account teams and reps treat territories as
own franchises, they own the plan and its results.
Our methodology plans for adoption at the beginning, ensuring your managers know how to find revenue gaps and coach rep accordingly, which improves the overall efficiency of the process.
The Command Center® is a mobile application and engagement platform that accelerates adoption by giving your reps, managers and executives 24-7 access to content, tools and resources that support your engagement.
Joe Marcin, former SVP of Global Sales, ClickSoftware
Discovery begins every Command of the Plan engagement. Our project team gathers the insights needed about your company, organizational structure, products, industry, and buyers. What is working with your sales planning process right now? Where can the process be improved in a way that drives the most impact?
You play an integral role in ensuring that we gather the needed information from your internal players and your customers. This ensures that the outputs of the Command of the Plan program are consumable, practical and immediately put to use by your entire 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 team training. We want to ensure that everything rolled-out to your management and rep teams has cross-functional alignment 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 Plan in their work environments. The Command Center, our engagement management system, provides online courses and reinforcement modules that drive consistent reinforcement of the methodology.
