Force Management, a leader in sales training, is renowned for its transformative methodologies that have guided numerous sales organizations to success. Their core principles, including the widely adopted MEDDICC framework and the Command of theMessage, provide a structured approach to sales that emphasizes value, differentiation, and a deep understanding of the customer's needs.

Core Philosophies and Mindset

  1. "It's not just about what you sell, but how you sell." This foundational concept underscores the importance of a structured sales process aligned with the buyer's journey.
  2. "The best salespeople stay focused. They spend their time on activities that move deals forward and minimize spinning their wheels on deals that won't happen." [1] This highlights the principle of efficient and effective use of a salesperson's time.
  3. "Align the right people with the right processes, and back it up with a clear message of value and you'll have a strong foundation for growth." [2] Success is a combination of having a skilled team, effective processes, and a compelling value proposition.
  4. "If your message isn't connected to your customer needs, even your strongest product feature won't win you the deal." [2] This emphasizes a customer-centric approach over a product-focused one.
  5. "The person who owns the problem owns the customer." [3] By deeply understanding and addressing a customer's core problems, a salesperson can build a stronger, more trusted relationship.
  6. "It's difficult to commoditize a problem." [3] Focusing on unique customer problems helps to avoid being seen as just another interchangeable vendor.
  7. "Have the courage to do the right thing, even when it's a very, very difficult decision." [4] This speaks to the integrity and leadership required in sales.
  8. "Consistency in the decisions they make and the communication that takes place is key." [4] A consistent approach builds trust and predictability, both internally and with customers.
  9. "Humility is the ability to really take feedback and learn from those around you." [4] A willingness to learn and adapt is crucial for growth in sales.
  10. "You earn the right to build an organization by being an authentic leader." [4] Authenticity is a cornerstone of effective leadership and building a strong sales culture.

Command of the Message

  1. "Command of the Message focuses on creating a consistent buyer message." [5] This methodology ensures that every interaction with a potential customer is aligned and reinforces the core value proposition.
  2. "It provides a structure that enables salespeople to clearly articulate your value and differentiation." [5] A key outcome is the ability to communicate what makes your solution unique and valuable.
  3. "Start with the customer's needs, and talk about your solutions in a way that demonstrates how they solve their business challenges." [3] This is a fundamental shift from feature-dumping to problem-solving.
  4. "The Command of the Message sales methodology is an outcome-focused method of connecting with your customers and closing deals." [6] The emphasis is on the results the customer will achieve.
  5. "Instead of a generic pitch...command of the message focuses on how your product can solve the specific problems your customer is facing." [6] This highlights the importance of tailoring the message to each customer.
  6. "What problems do you solve for your customers? How specifically do you solve them? How do you solve them differently or better? And where have you done it before?" [4] These are the four essential questions at the heart of the Command of the Message framework.
  7. "Aligning your strengths and differentiation with what's important to the customer makes it easier for your team to close sales." [3] The connection between your unique capabilities and the customer's priorities is where deals are won.
  8. "A Value Framework is the tool that can provide this consistency" [3] in messaging across all customer-facing departments.
  9. "Focus on prospect outcomes, rather than product features." [6] This reiterates the importance of a benefit-driven sales conversation.
  10. "Prospects do not buy features; they buy solutions to the problems that keep them up at night." [7] This quote incisively captures the buyer's motivation.

MEDDICC/MEDDPICC

  1. "Force Management uses the overlying framework MEDDICC as a tool for sales reps to guide their customer interactions." [8] MEDDICC provides a roadmap for qualifying and navigating complex sales cycles.
  2. "Each letter of the acronym represents an element that, if omitted, may negatively impact the success of the sale." [8] This stresses the comprehensive nature of the framework.
  3. "MEDDICC helps sales reps spend the right time on the right opportunities." [1] It's a tool for ruthless qualification and prioritization.
  4. "MEDDICC enables your sales team to quickly qualify deals in or out, so sellers can focus on accounts with the highest potential opportunities." [1] This leads to a more efficient and productive sales force.
  5. "Using MEDDICC for qualification helps both the buyer and the seller move successfully through the decision-making process." [1] It creates a transparent and mutually beneficial sales process.
  6. "It ensures that the way you sell is aligned with the way your customers buy." [1] This alignment is critical for reducing friction in the sales cycle.
  7. "The more gaps you have in the MEDDPICC the more your deal is at risk." [9] This serves as a clear indicator of deal health.
  8. Metrics: "Quantifiable measurements of the business benefits of the solution." [10] It's crucial to tie your solution to tangible business outcomes.
  9. Economic Buyer: "Individual within the organization who has the final 'yes'." [10] Identifying and engaging the person with ultimate authority is non-negotiable.
  10. Decision Criteria: "Formal solution requirements in which each decision maker will evaluate the solution." [10] Understanding these criteria is key to positioning your solution effectively.
  11. Decision Process: "How the customer will evaluate, select, and purchase a solution." [10] Mapping this process prevents surprises and keeps the deal on track.
  12. Identify Pain: "Pain is the catalyst for the buyer solving the problem within a set timeframe." [10] Without a clear and compelling pain point, there is no urgency to buy.
  13. Champion: A person with influence who is actively selling on your behalf within the customer's organization. (A commonly understood element of MEDDICC).
  14. Competition: "Who are the other players in your market competing for the same customers?" [5] A thorough understanding of the competitive landscape is essential.

Sales Leadership and Enablement

  1. "Sales leader responsibilities: ensure MEDDICC criteria becomes a common language throughout their entire sales organization." [10] Leadership is responsible for driving the adoption and consistent application of the methodology.
  2. "Managers should use regular deal reviews and coaching sessions to review MEDDICC principles within a deal." [10] Consistent reinforcement is key to embedding the framework.
  3. "How managers work with reps on their deals directly results in how well they hit their numbers." [10] The quality of sales management has a direct impact on results.
  4. "It's okay to not know the answer... but it's not okay to not ask for help." [10] Fostering a culture of collaboration and support is crucial.
  5. "A sales training initiative is a big investment - one you want to ensure provides a long-term return." [11] The focus should be on sustainable change, not a one-time event.
  6. "Today's top enablement teams are expanding their efforts to a wider set of roles to ensure new strategies permeate into the daily sales motion." [11] Sales enablement should extend beyond the core sales team to all customer-facing roles.
  7. "Coaches are also a critical component to driving adoption - ensure your front-line managers are equipped with a plan for guiding new behaviors, rather than just inspecting and enforcing them." [11] Managers should be coaches, not just inspectors.
  8. "Empower Your Entire Revenue Team." [11] A unified approach across all revenue-generating functions is essential for success.
  9. "Great sales leaders know how to make the number, but the ability to do that consistently requires more than just great sales skills." [12] It requires a commitment to process, methodology, and team development.
  10. "A great sales leader understands the importance of a structured sales discipline while reinforcing methodologies that drive measurable results." [12] This highlights the blend of art and science in sales leadership.
  11. "Critical SKO Advice for Leaders: Lead from the Front." [12] Leaders must embody the principles they expect their teams to follow.

Additional Learnings

  1. "Qualify in/out much more effectively and only spend time on opportunities that are going to be worth it." [13] This is a key takeaway from those who have undergone Force Management training.
  2. "Truly understand your customers needs and why and how you are uniquely equipped to solve them." [13] This summarizes the core objective of their methodologies.
  3. "Command of the Sale is a sales execution process that's based on the buyer." [8] This complements Command of the Message by focusing on the 'how' of selling.
  4. "Command of the Plan allows a sales team to build healthy pipelines and create more accurate revenue forecasts." [8] This element focuses on the strategic management of sales territories and pipelines.
  5. "Taking time to understand how the buyer makes the decision to buy and work backwards from there results in a clear roadmap for the sale professional to follow." [8] This buyer-centric approach to process mapping is a hallmark of Force Management's philosophy.

Learn more:

  1. MEDDICC Sales Qualification Methodology & Process - Force Management
  2. Force Management: Improve Sales Performance | Increase B2B Sales Growth
  3. What's the Meaning of Command of the Message? - Force Management
  4. Starting Force Management & Helping Customers Accelerate Growth - YouTube
  5. The Top 12 Sales Methodologies: MEDDICC, ValueSelling, and More - Mark Fershteyn
  6. What is the command of the message sales methodology? - Sales Enablement Collective
  7. Adopt Command of the Message: Convey value & close more B2B deals - Oliv AI
  8. A Review of Force Management principles including MEDDICC, Command of the Message, Command of the Sale, and Command of the Plan | by suetarazi | Medium
  9. Force Management - worth it? QuestionQuestionQuestion | Training, Qualification Calls, Sales Skills
  10. MEDDICC: Boost Sales Qualification and Drive Revenue Growth - Force Management
  11. The Key to Accelerating Your Sales Initiative - Force Management
  12. The Command Center by Force Management
  13. Have you been through Force Management training? - Bravado.co