Force Management: The Command Center

5 Actions That Increase Sales Performance

Force Management: The Command Center

Every sales leader wants to get more out of their current sales team. How do you boost sales performance with what you have? In our recent webinar, Force Management's President, John Kaplan, and Chief Operating Officer, Dave Davies, discussed what sales leaders are doing right now.

How to Combat "Not Right Now" Decisions

Force Management: The Command Center

If "not right now" or "no decision" deals are crippling your pipeline, you likely need a concerted sales effort to minimize their impact on your forecast. Do you have clarity around what’s leading to not right now decisions?

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Our Latest Podcasts: Improve Seller Skill Sets

Force Management: The Command Center

Our March episodes focused on key steps in the sales process. Help your salespeople improve their ability to execute on selling fundamentals like, influencing decision criteria and selling higher.

Our Best Content to Share With Your Sales Teams

Force Management: The Command Center

We’re regularly updating our robust content library, focused on sales best practices. Many of the topics come from our own prospects and customers who are dealing with sales challenges as they look to accelerate growth, drive more pipeline and capture value throughout the sales process.

Developing Your Training Content So That It Actually Moves the Needle

Speaker: Bryan Naas, VP of Sales Productivity at Braze

Getting reps & marketers to engage in your content is half the battle of providing value that can ultimately impact the bottom line. How do we break through the noise? In this session, Bryan Naas will detail what it takes to build training and content resources that reps will actually take the time to engage with so you can help them reach their goals.

Sales Transformation: The Ladder to Organizational Success

Force Management: The Command Center

Changing the sales behaviors of an entire organization requires time, commitment and a plan for reinforcement that drives lasting results.

2020: The Great Teacher

Force Management: The Command Center

Through podcasts, conversations and LinkedIn activity, you’ve probably heard me call 2020 the “great teacher.”. No matter who you are or where you are in this world, we all have learned something about ourselves this year. I like to compare the 2020 business landscape to boats in the harbor.

How to Sustain New Sales Behaviors

Force Management: The Command Center

With any strategic change initiative, there’s always the question of whether or not it will stick. If you’re tasked with ensuring your sales organization can execute against aggressive growth goals, you’re likely readying your plan.

Our Latest Podcasts: Build a Team of Top Performers

Force Management: The Command Center

Our February episodes aim to help sales leaders and managers improve seller skill sets and productivity this year. Help your salespeople stand out from competitors, avoid a dreaded "not right now" decision, and improve their ability to execute the fundamentals of great selling.

An Approach to Opportunity Coaching That Makes an Impact

Force Management: The Command Center

If you’ve launched a strategic initiative to improve your sales organization’s success rate this year, ensure your managers are prepared to drive consistent execution and make it stick. Opportunity coaching sessions are an ideal place to reinforce new methodologies and sales behaviors.

The Best Sales Forecasting Models for Weathering Your Goals

Every sales forecasting model has a different strength and predictability method. It’s recommended to test out which one is best for your team. This way, you’ll be able to further enhance – and optimize – your newly-developed pipeline. Your future sales forecast? Sunny skies (and success) are just ahead!

Insights on Maintaining Virtual SKO Momentum

Force Management: The Command Center

If you launched some type of virtual sales kickoff event this year or you’re building momentum for an upcoming sales initiative, what’s your plan to reinforce it throughout the year? Anyone who has launched a strategic sales initiative knows it’s a big effort.

Develop Proof Points That Make an Impact

Force Management: The Command Center

Proof Points are a critical component to the sales process. They provide proof that you do what you say you can do. The more they’re aligned to your buyer through industry, problem or positive business outcome, the more effective they’ll be.

How to Align Your Sales Team After a New Acquisition |Force Management

Force Management: The Command Center

Acquiring a company can be an exciting time for an organization. It may bring new capabilities and solution differentiators, perks for employees, verticals to target, etc… On the flip side, an acquisition also brings the challenge of incorporating updates and changes into the sales function.

Shifting to Consumption-based Pricing: Ensure Sales Alignment to Drive Numbers Up

Force Management: The Command Center

SaaS trends show companies are increasingly making the shift to usage-based pricing models. The ability to increase monetization over time and emphasize a land and expand strategy makes consumption-based models attractive to growing companies.

Want to Crush Your Competition? Read How to Build an AI-Powered Selling Roadmap

“If sales reps have the right AI tools and adoption, we see sellers easily closing 3 times as many sales each month.” Hear from 5 experts on steps you can take to reduce non-selling time and use conversational & sentiment analysis to transform how you sell.

How to Assess if You’ve Made Your Talent a Competitive Advantage

Force Management: The Command Center

You monitor rep performance, but what processes have you put in place to build “B” sellers into “A”s and retain your highest performing people? Do you hire what you think are top performers, only to see that they aren’t worth their cost in the long run?

Our Latest Podcasts: Hit Benchmarks Early This Year

Force Management: The Command Center

Our January episodes aimed to help sales teams start the year right. Each episode shares insights sales reps, managers and leaders can use to make an immediate impact on the pipeline. Listen, and share with your sales teams to support them in driving better numbers right away this year.

Remote Selling is Here to Stay: 3 Ways to Drive Numbers Up

Force Management: The Command Center

Remote selling, buying, prospecting and training is here to stay. Even as lockdowns and restrictions loosen, B2B buyers continue to embrace, but also seem to prefer, remote interactions over face-to face meetings. That’s according to new research just published by McKinsey.

Top 10 Topics That Resonated With Sales Leaders in 2020

Force Management: The Command Center

2020 was a year unlike any other. Many of us are still working through unexpected and unique challenges. The Force Management content team worked to publish content that was relevant and helpful to a sales community that was navigating unprecedented times.

The Revenue Leader's Guide to Prospecting

Speaker: Christopher Ryan, Founder and CEO of Fusion Marketing Partners

Sales & Marketing departments that work together guarantee higher acquisition, better nurturing, and more effective sales. Join Christopher Ryan for this insightful webinar, presenting the wide funnel lead nurturing model. Don't miss out on this opportunity to get your teams working together and your revenue performance optimized.

Don’t Let Your Sales Initiative Fail: Lead from the Front

Force Management: The Command Center

With any strategic change initiative, there’s always the question of whether or not it will stick. Anyone who’s been involved in a sales transformation knows, going from point A to point B, the desired future state, is no simple feat.

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How New B2B Sales Methodology Trends Might Impact Your Initiatives

Force Management: The Command Center

The way you launch and implement a new sales methodology is critical to its success. In fact, it may be even more important than the methodology you choose to adopt in the first place. That’s the findings from the latest study from MetaCX.

Four Areas of Sales Effectiveness to Assess Before Next Year

Force Management: The Command Center

If you’re responsible for your sales organization’s success and need to make an immediate impact — we’ve outlined a roadmap you can use to scale success. Assess your sales organization’s ability to execute in these four areas of sales effectiveness.

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Resolutions for a Successful 2021

Force Management: The Command Center

"We first make our habits, and then our habits make us." - John Dryden. With 2020 being the year it was, many of us have likely picked up some new habits - some great and a few we may want to leave behind. Habits are critical to being successful in sales.

7 Keys to Creating Massive Value in Your Sales Meetings

Speaker: Marc Wayshak, Sales Strategist, Best-Selling Author & Founder, Sales Insights Lab

Engaging prospects in a strong two-way dialogue is something most reps struggle with. In this session with Marc Wayshak, you’ll discover a data-driven approach to sales meetings that yields significantly better results.

Get Busy: Responding to the Crazy Week That Was

Force Management: The Command Center

It's Saturday morning and I am reflecting on this past week. It started off with my sluggish reaction to the time change; moved through a free-fall of personal wealth and ended with overwhelming public health concerns for my company and global community.

Our Latest Podcasts: Tips to Drive Better Execution Right Now

Force Management: The Command Center

Each December episode can help your sales reps make an impact on current pipeline opportunities, no matter what stage of the sales process they're in.

Four Ways to Improve MEDDICC Execution to Ensure Results

Force Management: The Command Center

Company leaders are moving quickly to make sure their their qualification process is set up to ensure their sales teams can execute against it and they can effectively predict the business.

Set A Results-Driven Sales Planning Mindset

Force Management: The Command Center

End-of-year territory reviews and planning sessions are upon us. As a leader, it's critical to support your sales managers and reps in developing a plan to drive consistent pipeline and ensure your sales team isn’t missing out on high-value accounts.

[On-Demand Webinar] The State of Customer Education: Trends and Benchmarks Report

Speaker: Sandi Lin & Linda Schwaber-Cohen

In this webinar, Skilljar CEO Sandi Lin shared learnings from Skilljar's recent study and her insights on the state of Customer Education. She dug into key findings so you can benchmark against industry trends and understand how your strategy and metrics compare.

Four Reasons Your Sales Messaging Framework Needs a Refresh

Force Management: The Command Center

Your sales reps are having conversations with critical leads right now. The challenge for many organizations is that those buyer needs may have changed or perhaps the solutions they’re selling have shifted.

How a Virtual SKO Can Move Your Organization Forward

Force Management: The Command Center

When the pandemic hit, plans were already in the works for many sales organizations to launch a new sales initiative. But those plans had to wait, while companies tried to figure out what they were going to do and how they were going to move forward.

Win-Loss Themes | What Your Price is Too High Really Means

Force Management: The Command Center

This blog contains content from originally from Clozd. We're excited to announce that our very own Tim Caito , Senior Partner at Force Managment, will be taking part of Clozd's #winlossweek , the largest online event dedicated to win-loss analysis. The free conference runs from Sept.

Our Latest Podcasts: Hit Your Numbers & Start Strong in 2021

Force Management: The Command Center

End this complex year on a high note and define your plan for next year. Our November episodes share tips and insights to consider as you make strategic decisions (for yourself or your sales team) heading into next year. Review our rundown of episodes below.

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Your New Schematic for Next-Level Sales Coaching & Enablement

Speaker: Matthew Hawk, President of B2bTrainers

The term “sales enablement” applies to a dizzying array of best practices and technologies. In addition, there is tremendous competitive pressure not to fall behind. No matter where you are in your current sales enablement strategy, one thing is key: success ultimately rides on the habits of your sales managers & marketers. In this webinar, Matthew Hawk will lay out an in-depth schematic for your next-level sales coaching, demonstrate the key activities that comprise success, and walk you through several examples of sales coaching cadences that apply to all salesforce sizes.

How to Determine Where Your Sales Team is Struggling the Most

Force Management: The Command Center

Over the past few months, many sales organizations have been struggling with margins, deal size, and overall sales productivity due to the current economic climate.

The Right Methodology to Ensure Your Technology Sells

Force Management: The Command Center

Finding new ways to meet evolving buyer needs is the cornerstone of every great sales organization. The current environment has many companies adjusting product road maps and sales campaigns, trying to align with the most pressing needs of their specific marketplace.

5 Sales Attributes We’re Thankful For

Force Management: The Command Center

The team at Force Management loves sales. We love salespeople. We know good salespeople when we see them. We are thankful for the ones who get it. In the spirit of Thanksgiving, we are sharing a little gratitude on The Command Center blog.

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Crushed Your Number Last Year? Here's What You Should do Now

Force Management: The Command Center

Many of you had a killer year, despite its challenges. It may have been the best you’ve ever had as a sales organization and company. However, with any success, comes new challenges. Can you repeat the same success next year? How are you preparing to ensure the growth your sales organization has achieved doesn't stagnate? Sales Transformation

B2B Pocket Playbook: End-to-End Guide to Sales Enablement

Sales enablement is the strategic process of providing sales teams with the content, guidance, and mentorship needed to engage targeted buyers. It’s all about equipping sales professionals with the tools they need to put their best-selling foot forward. And if sales teams want to continuously sell better -- and faster -- their sales enablement process must have a game-winning strategy. It's time for you to start selling smarter - and hitting your sales number - with the best B2B database in the market. Get started today.