Force Management: The Command Center

The Importance of Recruiting Sales Talent

Force Management: The Command Center

As many of you know, I am a huge college football fan. I love the National Championship game (and playoffs) regardless of who is playing because there is so much “life” going on during the games. This week’s game between LSU and Clemson was no disappointment.

Making the Shift to Selling the Platform Solution

Force Management: The Command Center

If you're making sizable shifts next year to enable your sales team to sell a platform solution, you need to ensure they're able to make that jump.

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What Fuels the Sales Performance Engine?

Force Management: The Command Center

There are many things that fuel sales performance, but two of the most critical are discipline and practicality for your reps. Without these two elements, it is difficult to achieve repeated performance and quota attainment. Sales Transformation

The Plan to Make the Plan

Force Management: The Command Center

“A goal without a plan is just a wish.” - Antoine de Saint-Exupéry. It’s that time of year again when elite sellers are putting together their plan for 2020. Early in my career, I remember having an incredible year of performance.

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Successful Social Selling Best Practices Guide

This best practices guide focuses on helping you organize, harness and capitalize on the information, buying signals and qualified prospects identifying themselves to you online every single day.

Sales Leaders: What Your Top Performers are Thinking in Your Sales Kickoff Presentation

Force Management: The Command Center

Many of you are prepping for your sales kickoff. We often put so much into the planning of the SKO, that sometimes we fail to give the same amount of attention to the actual presentation we will give at the event.

Four Support Tools That Drive Success for Front-line Sales Managers

Force Management: The Command Center

Lots of companies seem to forget that when you put the word "manager" behind a sales title, you’re asking folks to become a developer of people. Many times, companies don’t actually put the right processes and tools in place to help front-line sales managers drive success for their teams.

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How to Help Your Front-line Sales Managers Lead Successful Teams

Force Management: The Command Center

How important are front-line sales leaders to the execution of your sales initiatives? Absolutely critical. Of course, it sounds like common sense when you say it, but many companies still don’t understand how to support their front-line managers in a way that truly supports success.

Does Your Sales Organization Have What it Takes to Be Elite?

Force Management: The Command Center

An elite sales organization is one that drives higher win rates , larger deal sizes , higher margins , and predictable revenue. Can you confidently say you and your team excel in all of these areas?

Key Ways to Gain Executive Buy-in and More Budget for Your Sales Initiative

Force Management: The Command Center

You know your sales organization needs some help. You're seeing the negative consequences of too many bad habits. Things like too much discounting, an inability to accurately forecast revenue and reps pushing for too many product demos that don't demonstrate value and differentiation to the buyer.

Sales Training Playbook by Lessonl

A step-by-step guide for building a comprehensive training playbook for your sales team.

Stop Cold Calling: My Advice to Salespeople

Force Management: The Command Center

The other day I was working with a seller who was a little frustrated with how hard it is to get people on the phone. He told me about a prospect who was furious when she realized she was on the other end of a cold call. The prospect yelled, “Are you really cold calling me right now?

How to Align Your Tech Stack to Best Support Your Sales Teams

Force Management: The Command Center

Matt Payne is the Senior Sales Enablement Manager at Jama Software which is a leading product development platform provider for companies building complex products and integrated systems. Matt is in charge of equipping the company's global sales team with the ability to sell business value.

How to Get More Budget For Your Sales Initiative

Force Management: The Command Center

You know what’s working within your sales organization. And, perhaps more importantly, you know what isn’t. Maybe your sales team isn't focusing on value in the buyer conversations, and they're giving up too much margin or losing deals all together.

Three Important Factors to Drive Measurable Results in Your Channel Organization

Force Management: The Command Center

A channel program is an effective way to increase your capacity and expand market share. However, without putting resources behind enabling this avenue for revenue, you’ll likely do more harm than good.

7 Marketing and Sales Strategies to Grow Your Revenue Fast

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

Many companies have the core marketing and sales elements to take their revenue to the next level, but are still missing out on some key opportunities. Join Christopher Ryan, CEO of Fusion Marketing Partners and writer of the recent book "The Expert’s B2B Revenue Growth Playbook," to discover seven steps that you can immediately take to grow your company’s revenue quickly and consistently!

The Missing Link Between Your Differentiation and Your Buyers

Force Management: The Command Center

There are a lot of organizations out there that tout what makes them different from the competition. However, at times, that differentiation is simply talk and no action. What's on the PowerPoint slides fails to translate to the real-life customer experience.

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Ideas for Planning a Sales Kickoff That Will Stick With Your Team

Force Management: The Command Center

Many companies spend significant time and resources planning and executing their sales kickoff. If done right, the effort can be well worth it in the long run. Positive results can accumulate in the coming quarters and years down the line.

How to Create a Strong Blueprint for Your Sales Management Team

Force Management: The Command Center

Sales managers deserve support from your organization, starting with a clear definition of what success looks like in their role. Great companies start with a strong blueprint that includes the processes and tools that enable sales managers to drive success at the team level.

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Understanding Why Sales Organizations Win: Q&A With Sales Researcher

Force Management: The Command Center

Melissa Short is the VP of Reporting Services at Primary Intelligence. Primary Intelligence is a global leader in Win Loss and Customer Experience Analysis.

Fulfilling Today's (Changing) eLearning Needs

Speaker: Bryan Marriott, President, P1 Learning

eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance. Join Bryan Marriott, President of P1 Learning, as he walks through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.

The Fourth Quarter: What's Your Plan?

Force Management: The Command Center

Now is the time many of us assess how our year has gone. Some of you may be scrambling to make the number, hinging the year on a few deals that you're waiting to close. Others of you may be riding out the quarter, perhaps pushing some deals into next year to give yourself a little runway.

What We Tell Clients Who Say They Can "Do it Themselves"

Force Management: The Command Center

It's a conversation that can be uncomfortable. When we are talking to sales leaders and executives, we are most often dealing with very smart people. They know how to lead, how to sell, what's needed to be successful and perhaps more importantly, what's not. sales challenges

Enable Your Salespeople to Sell the Platform Solution

Force Management: The Command Center

If your growth model has you moving from a point solution to a platform solution, it's likely you are assessing how well your sales organization is enabled to execute this new type of sale. It's a trend we see frequently with the high-tech companies with which we work.

Your SKO Agenda: Planning an Event that Aligns with Your Company Business Strategy

Force Management: The Command Center

One of the keys to a successful sales kickoff is to execute it in a way that aligns with your organization's overall business strategy. From there, your SKO agenda should be prioritized by the objectives and the outcomes you want the event to drive as it relates to that strategy.

4 Steps to Developing Your Customer Care Strategy

The quality of a customer care strategy can make or break a company, but simply resolving a customer service issue or complaint is no longer enough. Learn the 4 steps that address the major points you need to consider when building a customer care roadmap.

How we Describe Command of the Message® to Sales and Marketing Leaders

Force Management: The Command Center

It's a topic we get asked about frequently. Is Command of the Message a marketing initiative? Or, why is Command of the Message a sales initiative and not a marketing one?

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The One Word You Need to Teach Your Sales Teams for Effective Discovery

Force Management: The Command Center

Do you find yourself consistently frustrated with deals coming across your desk that: give away too much margin; aren't tied to the biggest business issue; have limited access to the economic buyer? Sales Discovery Process

Our Best Sales Kickoff Resources

Force Management: The Command Center

It is never to early to start thinking about your sales kickoff. Having a specific plan to align the event with the overall company growth goals and objectives for the year is critical to not only the event's success, but will help drive results after the kickoff.

A Sales Enablement Perspective: Enabling Command of the Message®

Force Management: The Command Center

Marco Davi is a sales enablement professional with 15 years' experience in high-growth companies. He has worked with Force Management on our Command of the Message® offering, implementing the program with a global sales force.

Sales Training That Gets Results – With or Without Classroom ILT

Speaker: Mike Kunkle, VP Sales Enablement Services, SPASIGMA

Most sales ILT (instructor-led training) has historically not been very effective, if we consider “effective” to mean “changes behavior, improves results, or produces a ROI.” In this webinar, sales enablement expert Mike Kunkle will break down how modern technology removes the need for ILT in sales training - and will also explain how to effectively integrate ILT into your modern training, if you want to continue using it!

Sales Best Practices: Enabling a Challenger Sales Team

Force Management: The Command Center

Paul Liberatore was the Senior Sales Enablement Manager for U.S. and Canada at Welch Allyn, a leading global healthcare solutions company. Liberatore has more than 20 years’ experience managing enablement and e-learning.

How to Improve Sales in an IT Staffing Organization

Force Management: The Command Center

Job growth in the IT sector is outpacing all other sectors and expected to grow 13% by 2026, according to the Bureau of Labor Statistics. The opportunity for jobs is one thing, filling them is quite another.

Consulting Services: Putting the Client First in Sales and Delivery [Podcast]

Sandler Training

Brian Sullivan, VP of Sandler Enterprise Selling, speaks with Steve Moritz, thirty year veteran of the technology industry and CEO of Moritz Consulting Group about Consulting Services: Putting the client first in sales and delivery. Listen Time: 40 Minutes. Professional Development

On Distortion

Bernadette McClelland

What does this rock formation have in common with what’s going on inside your head? Sometimes we interpret things and we are wrong – it could be a frown we see as disapproval when we’re not, in fact, privvy to the thinking going on behind the scenes.

Supercharge Your Sales Training ROI with eLearning

Speaker: Ray Makela, CEO, Sales Readiness Group, and David Jacoby, President, Sales Readiness Group

Companies spend about $20 billion a year on various forms of sales training, but many sales leaders report a low ROI from their sales training initiatives. Join us, along with Ray Makela and David Jacoby from Sales Readiness Group, as they break down the five essential factors to achieve sustainable success from your sales training investment, and how to leverage eLearning to maximize results.

Prospecting idea: have an idea

Sales 2.0

It’s uninspiring (and ineffective) for a sales person to email or call a prospect to “just touch base”. On the other hand, I’m all for sales people staying in touch. So what’s the solution? If you must email or call, what do you say? Here’s one idea: have an idea.