# Force Management Reviews **Vendor:** Force Management **Category:** [Sales Training Companies](https://www.g2.com/categories/sales-training) **Average Rating:** 4.7/5.0 **Total Reviews:** 93 ## About Force Management Force Management's methodologies help sales organizations sell more, faster. The Command Series helps clients balance an external focus on the customer, with an internal focus on sales management best practices. Our strength is in our experience. Our proof is in our results. The companies we work with: • sell more – at higher margins • qualify and close deals sooner • exceed quota more frequently • attract and retain key talent with less effort Let us help you create bottom-line impact that breaks sales records. ## Force Management Reviews ### 1. Phenomenal sales training group that kept the conversations engaging and fresh - year after year **Rating:** 4.5/5.0 stars **Reviewed by:** Cody F. | Sales, Enterprise - Key Accounts, Mid-Market (51-1000 emp.) **Reviewed Date:** February 06, 2023 **What do you like best about Force Management?** The instructors and material were incredibly engaging. They had various breakout sessions, made sure that you thought about your own personal deals, and offered really great feedback on your presentation **What do you dislike about Force Management?** The online (COVID year) session could have been drawn up better. I believe that the in-person session was more thought-provoking, but it's hard to control a room when everyone is scattered across the globe with wifi issues **Recommendations to others considering Force Management:** Highly highly recommend keeping your sellers fresh and providing value selling regardless of their role. **What problems is Force Management solving and how is that benefiting you?** Force Management allows sellers to think differently. I completed two different trainings with Force Management - both that were centered around Command of the Message. This allows you to sell with value and fully understand what the customer is looking for before going into details. ### 2. helps understand and learn best practices to improve performance. **Rating:** 4.5/5.0 stars **Reviewed by:** Alaa Q. | Planning, Cost control & Claim Engineer, Small-Business (50 or fewer emp.) **Reviewed Date:** February 04, 2023 **What do you like best about Force Management?** With force management, all team members can integrate into training in no time. It is good that we were able to discover the negative and positive aspects of our performance and that we got guidance that enabled us to improve the quality of our operations. **What do you dislike about Force Management?** Overall, there were no downsides, as the advanced learning materials provided by Force Management helped us improve our performance significantly. **Recommendations to others considering Force Management:** I recommend subscribing to benefit from the various training materials and to acquire the skills that the work team needs to develop further. **What problems is Force Management solving and how is that benefiting you?** With force management, we were able to learn the best practices in the field so that the team could learn how to act correctly in all expected cases. ### 3. MEDDPICC for Force Management **Rating:** 4.5/5.0 stars **Reviewed by:** Carter Z. | Sales Development Representative, Mid-Market (51-1000 emp.) **Reviewed Date:** January 31, 2023 **What do you like best about Force Management?** Felt very personal. A consultant joined for 3 hours and trained us on the fundamentals of MEDDPICC. There's follow on courses that apply real deals to the process **What do you dislike about Force Management?** This was implemented to help sales teams get an idea of MEDDPICC. I thought it was helpful, hardest part is finding time to do the modules while trying to close deals **What problems is Force Management solving and how is that benefiting you?** Team didn't have a good knowledge of the MEDDPICC process. The force management training, videos, and reinforcements were very helpful in teaching us all about how to adopt the values ### 4. Accelerated My Career Trajectory **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Enterprise (> 1000 emp.) **Reviewed Date:** April 06, 2021 **Describe the project or task Force Management helped with:** Force Management came into my previous employer to work with us on a sales transformation project to iterate on our GTM and fundamental strategy cross-functionally across our organization. **What do you like best about Force Management?** - Command of the message and MEDDPIC - The amount of time the Force Management team invested in understanding our business - Continuous reinforcement and iteration on the strategy - Instructors are polished, professional and add value every step of the way - Understanding and mastering these concepts opened the doors to take the next step in my career **What do you dislike about Force Management?** - Nothing comes to mind. Just wish we would have been able to do it in person! **What problems is Force Management solving and how is that benefiting you?** Our goal was to: - Increase Avg Deal Size - Increase Velocity of Deals - Shorten Sales Cycle All of these metrics were attained after putting together our value framework and week over week reinforcement training. ### 5. I thought we were already strong! **Rating:** 5.0/5.0 stars **Reviewed by:** Andrew E. | Associate Manager of Inside Sales, Mid-Market (51-1000 emp.) **Reviewed Date:** December 09, 2019 **Describe the project or task Force Management helped with:** Our company hired Force Management to increase bookings and reduce the time it took to close deals while also enhancing our skills during discovery and making us stronger in areas we perceived ourselves as already strong. We were wrong on so many parts of our approach where we focused on how amazing we were, without spending enough time learning about the prospect. **What do you like best about Force Management?** Paddy Mac. That guy and his approach are absolutely outstanding. I have been in sales since college and have been through countless trainings and exercises that I walk away saying "yea, that was good, but I am already at quota 3 weeks into the Q so I must be doing something right." WRONG. I was so focused on what I was used to, I didn't challenge myself with anything new because I never saw value in it. When Paddy Mac started talking about discovery, cold calling, the mantra...I said to myself and my team, "pay attention...this is different." He made me rethink everything from the initial statement I made, to discovery, to close. I haven't looked back since. My approach is new and flavored with Command Of the Message and it has made me and my team the strongest we have ever been. **What do you dislike about Force Management?** Absolutely nothing. Paddy and his approach were absolutely perfect. **Recommendations to others considering Force Management:** You think you are the best, but you're not. Force Management will make you the best. **What problems is Force Management solving and how is that benefiting you?** We are solving problems with getting interest generated with prospects, like everyone else. We have realized that they really don't want to hear about us until they WANT to hear about us. We stay focused on who they are, what they need, how we can help them get there and it has changed everything. ### 6. CoM CoS to help drive business value conversations **Rating:** 5.0/5.0 stars **Reviewed by:** Mike M. | Vice President Enterprise Sales, Mid-Market (51-1000 emp.) **Reviewed Date:** January 30, 2020 **Describe the project or task Force Management helped with:** We tasked Force Management with helping us uncover the business value areas that we drive into our customer base and transform the way in which we communicate and solve problems for the market. We came to the realization that discussing technical value had become the norm and although it had gotten us to where we are it wasn't going to get us to where we need to be and we weren't as aligned internally as we needed to be on our message. We coupled that with process alignment to ensure we drive the best customer experience possible. **What do you like best about Force Management?** The CoM framework has been easy for the reps. to digest we are 3 months into the roll out and we have seen instant value in how conversations have shifted to focus on business needs. The framework has enabled our reps. to make that shift. I'll also note that we had PattyMac (Patrick McLoughlin) as our front of the room facilitator. PattyMac energized our sales team and company for 3 days and drove engagement levels I couldn't have been more happy with. I'd highly recommend him as a facilitator. Finally, I like that the framework is built by you for you, Force Management works to hold you accountable and challenges you along the way but at the end of the day it's your messaging to your market and they don't make believe to be the experts on that front, even though at the end of it they could sell it right along side us. I've engaged with other less effective sales training methodologies that come in and tell you how to do it their way without customizing it for you, and that has always failed. I'll also note that throughout the project which is a major undertaking Force Managements Project Management team was amazing to work with. **What do you dislike about Force Management?** No major complaints yet, Force has clearly thought out their implementations. In every major overhaul there are bumps along the way but nothing specifically to call out. **Recommendations to others considering Force Management:** It's a big effort, make sure you are prepared to take it on. Do you're due diligence talk to leaders from other companies who have gone through the process. **What problems is Force Management solving and how is that benefiting you?** 1. Transforming our messaging to focus on the business value we deliver rather than a point technical solution. 2. Aligning our entire organization on our core value so everyone realizes the role they play in delivering world class service to our customer base. 3.Invest in the growth and development of the skills of our staff. ### 7. Revenue growth driven, the best in the business! **Rating:** 4.5/5.0 stars **Reviewed by:** itay s. | CRO, Mid-Market (51-1000 emp.) **Reviewed Date:** January 29, 2020 **Describe the project or task Force Management helped with:** We did Command of the Message with Force. Their service will help us achieve revenue growth. the most professional team I met in the sales transformation business. The process was long and comprehensive to lead to the workshop with the sellers. a lot of thought and resources were put into this. **What do you like best about Force Management?** comprehensive tools for the sellers, structure and clear tasks. workshop and role-playing were very efficient. keep in mind that you need to put a lot of efforts and time from your side to make this a successful project. **What do you dislike about Force Management?** Lots of paper, I assume some to protect IP but I prefer everything in soft copy. **Recommendations to others considering Force Management:** if you want to align your sales force on message, vision and value selling, this is what you need! **What problems is Force Management solving and how is that benefiting you?** The expectation is growth in revenue but this will take some time. Alignment of the sellers and company on the same messages and processes that will lead to this. ### 8. Director, Sales Enablement **Rating:** 4.0/5.0 stars **Reviewed by:** Alison Donley, S. | Director, Sales Operations & Enablement, Mid-Market (51-1000 emp.) **Reviewed Date:** January 24, 2020 **Describe the project or task Force Management helped with:** Force Management worked with us on several different projects. They were instrumental in helping to roll out Command of the Message/Command of the Sale at our 2019 Sales Kickoff. Paddy Mac was the facilitator and had such energy and enthusiasm. Since that kickoff, they have facilitated Command of the Message/Command of the Sale at two new new hire training sessions in June 2019 and August 2019. In addition, we have worked closely with the FM team to provide opportunity coaching for our global sales leadership team. In December, both myself and Lisa Robinson, Global Sales Enablement Manager, successfully completed the T3 sessions as well as certification to facilitate Command of the Message at our company. **What do you like best about Force Management?** The Force Management team defines what professionalism looks like. They are always responsive, helpful and informative when we have reached out for assistance. Our FM team in particular has been amazing to work with. Dale Monnin and Antonella O'Day were amazing at the T3 sessions, and Ralston McCracken was so supportive and helpful during our audit. The methodology is highly valuable, and the facilitators are extremely knowledgeable. They take the time to understand your business before facilitating any training so that they seem like part of your company. **What do you dislike about Force Management?** The only downside I would say is cost. Everything seems to have a price on it. Now, realizing this is a business, I understand that there is a cost to the services, but it seems like some things should be included in some services. **Recommendations to others considering Force Management:** This is a fantastic organization with a wealth of knowledge in various aspects of business **What problems is Force Management solving and how is that benefiting you?** We are now able to provide a next level new hire training and ongoing development for our sales teams and leaders because of what we have learned from Force Management. Command of the Message is such a valuable sales tool, and sets our sales teams apart from the competition. The certification program enables businesses to take this methodology and make it their own so that employees will connect and understand the value it provides. We will be able to get our new hires up and running and selling faster, reducing ramp time. After the two new hire trainings facilitated by FM in 2019, we had a number of individuals go above their numbers, with a few more coming quite close. ### 9. Unified sales positioning for our 4 companies merging into one. **Rating:** 5.0/5.0 stars **Reviewed by:** Lisa R. | Member, Mid-Market (51-1000 emp.) **Reviewed Date:** January 27, 2020 **Describe the project or task Force Management helped with:** Force Management helped us provide a standardized approach to how we communicate & conduct business with our customers with their value top of mind. **What do you like best about Force Management?** The most helpful aspect of Force Management is the strategic way reps are able to approach deals with customers. They walk away from training anxious to apply the positioning to opportunities and it's exciting to see them light up! **What do you dislike about Force Management?** I don't have any dislikes to provide at this time. **Recommendations to others considering Force Management:** none. **What problems is Force Management solving and how is that benefiting you?** We had 4 companies merge into one a little over a year ago and straight away it was evident that we needed a unified way in working with customers. Implementing this training has been one of the crucial ways we've helped our company feel like one, instead of 4 silo-ed entities. ### 10. Command your message **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** February 18, 2020 **Describe the project or task Force Management helped with:** We engaged Force to train our sales teams on Command of the Message and MEDDPICC. They delivered an initial one day exec workshop, a three day deep workshop, three days of training for the entire sales team, and ongoing "fast start" training" for all the sales teams. **What do you like best about Force Management?** Starting from our first sales call, the Force team was manically focused on helping us define our required capabilities to go from our current state to an ideal state and realize the positive business outcomes that we were targeting. (We learned later that this framework can be applied in our sales campaigns!). I also really like the hands on continued learning and training approach in the post-training fast start program. **What do you dislike about Force Management?** It is very expensive, they definitely command a premium. You will need to fully buy in to recognize the returns they advertise. Also, in the workshops you need to have a sales enablement expert to help guide your teams toward the right objectives. **Recommendations to others considering Force Management:** Your organization has to be prepared to fully buy in, across all functions. The marketing team is critical, and the exec team needs to understand and embrace the framework and methodology. **What problems is Force Management solving and how is that benefiting you?** We are aiming to shorten our average sales cycle, raise our average sales price, speed up time to productivity for new reps, and focus our efforts on deals that will close. We operate in a highly technical, bleeding edge market, and our new reps sometimes struggle to come up to speed, so training them to connect deep tech to business outcomes is critical. ### 11. Experience and comprehensive preparation! **Rating:** 4.5/5.0 stars **Reviewed by:** Pete P. | CFO, Mid-Market (51-1000 emp.) **Reviewed Date:** January 19, 2020 **Describe the project or task Force Management helped with:** Force Management took our field organization thru their "Command of the Message" program during our sales kickoff. We have a complex platform product and were seeking to distill our "pitch" and increase consistency with the pitch across the company. **What do you like best about Force Management?** Force Management framework is thorough yet practical and grounded in real world sales leadership experience. The FM team worked with us to implement the framework for our products and market - not superficially but with actual opportunity scenarios, role playing, customer interview. In parallel, part of the Command of Message program was training in basic sales methodology - MEDDPICC. **What do you dislike about Force Management?** Program is a large investment in both time and money, so needs full buy-in from participants and execs. **What problems is Force Management solving and how is that benefiting you?** Refinement and consistency of our value proposition to prospects. ### 12. Sales Transformed tremendously. **Rating:** 4.5/5.0 stars **Reviewed by:** Kevin N. | Human Resource Manager, Small-Business (50 or fewer emp.) **Reviewed Date:** November 29, 2019 **Describe the project or task Force Management helped with:** Force Management helped us to build out a value based conversation framework that ensured our reps were consistent in helping out our customers unlock insights. Infact, we have seen a tremendous growth in sales execution and leadership. **What do you like best about Force Management?** What impressed me most with Force Management is how they helped our organization to get real in terms of the value our products provide and how that aligns to the real challenges our customers are facing. **What do you dislike about Force Management?** To be more genuine, there isn't anything to dislike about Force Management. The materials they provide for the reps are of great importance and very helpful. **Recommendations to others considering Force Management:** If you are looking for sales transformer, then Force Management should be on your shortlist. **What problems is Force Management solving and how is that benefiting you?** Force Management trained our sales leaders to continue training our sales team through knowledge transfer and true framework. Helped us to understand effective sales management and consistent sales execution. ### 13. Great training, Great investment. **Rating:** 5.0/5.0 stars **Reviewed by:** William T. | Human Resource Specialist, Small-Business (50 or fewer emp.) **Reviewed Date:** November 27, 2019 **Describe the project or task Force Management helped with:** Through our work together with Force Management we have been able to develop a comprehensive framework for capturing and communicating value to prospect. The expert at Force Management have delivered several trainings which i found very useful and helpful. **What do you like best about Force Management?** Force Management was a great company that we partnered with to in order to implement a sales process and framework for our internal sales team to use. **What do you dislike about Force Management?** If i can be honest, there is really nothing that comes into my mind. **Recommendations to others considering Force Management:** Force Management is worthy to give it a try. The services that are provided by Force Management are incredible and awesome. **What problems is Force Management solving and how is that benefiting you?** The language that was used made it simple and easy to have productive communication. Command of the message is easy to learn and simple to apply. ### 14. Great business partners beyond the sale **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Enterprise (> 1000 emp.) **Reviewed Date:** December 17, 2019 **Describe the project or task Force Management helped with:** I have worked with Force Management at 3 different companies where we implemented Command of the Message & Sale. At each company Force Management has helped us align internally on the value we bring to our customers, validated this with customers and in turn allowed us to deliver better value to our customers and differentiate ourselves. **What do you like best about Force Management?** Force Management first seeks to understand the business problems you are looking to solve, where you are trying to get to and what is required to get there. There is also a vested interest in ensuring you get value out of your investment. I believe the forcing function to get different teams around a table to work on the customized content, which is then validated by customers is critical and what makes this different. Force management also continuously works on getting better and making improvements such as implementing a more robust customer success function and an increased investment in great on demand content. **What do you dislike about Force Management?** As with any change management it takes a village to drive change and make it part of the operating cadence. There is nothing per se that I dislike, would just highlight the need to be realistic in your expectations and pull the different stakeholders in your business together to drive that change internally after the training. **What problems is Force Management solving and how is that benefiting you?** We are focused on time to productivity, providing our sales teams with great content to enable them to have customer centric and value based conversations. Additionally, with Command of the Sale we are aligning internally around our sales process and what each role is responsible for when engaging with prospects and customers. ### 15. Force Management's CoM Certification - A Top Notch Program! **Rating:** 5.0/5.0 stars **Reviewed by:** Sarah S. | Team Lead, Solutions Architecture, Mid-Market (51-1000 emp.) **Reviewed Date:** September 30, 2019 **Describe the project or task Force Management helped with:** I was selected by my company to become Force Management Certified in Command of the Message (CoM). CoM is an industry-leading sales methodology that walks sales teams through how to prove out customer value and position your solution to align with these values. My goals were to receive the certification so I can better equip our sales teams and specifically my team of Solutions Architects to work with our customers to understand and better align with their business needs. **What do you like best about Force Management?** The Team at Force Management has such a robust wealth of knowledge and experience that was truly invaluable as I was going through putting concept into context. Between recording myself actually presenting specific CoM concepts to doing a week-long teach back session down in North Carolina with the Force Management team, the feedback provided was helpful and easy to put into practice. I found this certification to be one of the most challenging yet rewarding experiences of my career to date. I can 100% say that when going with Force Management, you can be assured you are receiving top notch advice from people that have years upon years of sales experience and who are dedicated to helping you succeed. **What do you dislike about Force Management?** There is not much to not like about Force Management. If anything, there is so much content and expertise they provide that I suppose some may feel overwhelmed if they are not used to certain concepts. That being said, like with any new skill, practice really makes perfect. If you dedicate yourself to internalizing the key concepts of Force Management, I firmly believe you can propel your sales career to the next level. **Recommendations to others considering Force Management:** You do not want to miss an opportunity to work with the Force Management Team. Their years of experience, coupled with their unique story telling and belief and preciseness in their methodologies will challenge you to think outside the box and push you to better yourself, both professionally and personally. They are interesting, engaging and at the end of the day, know that what you do is important. They teach you how to properly communicate and connect with your customers. **What problems is Force Management solving and how is that benefiting you?** Force Management has and continues to help our sales teams to deliver a consistent message that is based on what our customer's most value. When you are able to stop being a "sales person" and try and put yourself in your customer's shoes, you become more like a trusted advisor. For myself, I would much rather purchase from someone I can trust. Force Management teaches sales teams how to establish this trust and shows that what your company does can have a profound impact and therefore cannot be missed as a solution. I have realized when Force Management is used by our Teams, the conversation becomes less daunting. It allows us to have an actual conversation to establish this trust. ### 16. Best in class sales training **Rating:** 4.0/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Mid-Market (51-1000 emp.) **Reviewed Date:** November 21, 2019 **Describe the project or task Force Management helped with:** Force Management trained the Datadog sales team on value based selling **What do you like best about Force Management?** I love the materials that they provide as a follow up for the reps. It helped me be prepared so much on discovery calls as I was ramping up as a rep and it helped me clearly articulate the value of the product **What do you dislike about Force Management?** Very expensive Also they force too much engagement and make you feel pressured to speak in front of large audiences of your colleagues to the point where you feel judged. This could be dialed down **Recommendations to others considering Force Management:** If you’re looking for a best in class value based selling for enterprise software reps, this is the organization you need to use. It is probably the most expensive but it is absolutely worth it **What problems is Force Management solving and how is that benefiting you?** Value based selling on a very expensive product. It helped me clearly articulate the value messaging ### 17. Force Management Insight from Golden Myanmar **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Marketing and Advertising | Small-Business (50 or fewer emp.) **Reviewed Date:** November 29, 2019 **Describe the project or task Force Management helped with:** Force Management has made everything encompassed in sales to be a game changer. Improving sales and leads in our agency. **What do you like best about Force Management?** Force Management is a legit company that help organizations to improve sales revenue and predictability. Getting trained on sales abd leadership. Inspecting areas of inferiority. **What do you dislike about Force Management?** Whqt was that time flaws has all been dealt with by Force Management customer support, which is readily available 24/7. **Recommendations to others considering Force Management:** After reading this insight ensure you make an informed decision if you are considering Force Management. **What problems is Force Management solving and how is that benefiting you?** Selling more from the sales methodology we gain from Force Management. Sales team now in our agency are working more effectively abd smarter. ### 18. Force Management issa great agency that boost sales **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in International Trade and Development | Mid-Market (51-1000 emp.) **Reviewed Date:** November 25, 2019 **Describe the project or task Force Management helped with:** Force Management is enabling us to have a clear view of ROI expected in a given duration, usually one year. **What do you like best about Force Management?** I like that Force Management makes it easy to broaden revenue expectations. Getting trained on sales gamification. Inspecting areas of inferiority for 24.7 **What do you dislike about Force Management?** Force Management hasn't yet failed to work for me ever since I started using it at Ireland Malaysia Association. **Recommendations to others considering Force Management:** Yes, but with qualifications. No, if not ready to follow tutorials and documentation. **What problems is Force Management solving and how is that benefiting you?** Exceeding sales quota more frequently than ever. Force Management gets our teams, especially sales guru to perform smarter from training allocated by Force Management. ### 19. Building Muscle Memory **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Enterprise (> 1000 emp.) **Reviewed Date:** August 15, 2019 **Describe the project or task Force Management helped with:** Force Management allows us to find a common thread in almost every interaction we have in sales and marketing settings. The basic flow is actually more important than the details. The framework is obvious, but it takes repeated use to gain confidence and success. **What do you like best about Force Management?** The framework itself is what really matters. The facilitation allowed us to find the ways with which to execute more effectively. **What do you dislike about Force Management?** The elements of differentiation tend to get dated quickly as the technology space in which we compete evolves quickly. Therefore it requires continuous reinvention. **What problems is Force Management solving and how is that benefiting you?** Our entire communication framework can be built around force management. ### 20. The Force management sales training provides essential sales tools that work. **Rating:** 5.0/5.0 stars **Reviewed by:** Sean B. | Sales Executive - Middle Market, Enterprise (> 1000 emp.) **Reviewed Date:** February 13, 2019 **Describe the project or task Force Management helped with:** After taking The Force Management training, I had the opportunity to put the tools to work on a large sales opportunity for our cloud based POS product. The prospect was looking for a POS with more functionality and marketing tools that would help them broaden their customer base to the millennial target market which they felt was not patronizing their restaurant enough. Through working with the MEDDICC Exercise, I was able to identify all of their pain points and truly get to the bottom of what was ultimately driving their decision criteria. Instrumental in this approach was getting them to understand the positive business outcomes that they would experience from choosing us and focusing on how we do it better than our competition. The buyer was so pleased that he literally said, "our current provider just faxed us a quote and you have taken the time to understand our business and address our needs. This is no contest, we are going with you". **What do you like best about Force Management?** As far as the presentation itself, John Kaplan held my attention for the entire training which is not easy to do. It is very clear to me that this training was created by successful sales people. Through engaging my clients in the MEDDICC process, I am directly identifying and addressing my prospects needs rather than addressing what my company or what I think my clients would need prior to discovery. By not addressing products my prospects are not interested in, I have garnered their respect which in turn has resulted in increased sales. **What do you dislike about Force Management?** It is hard for me to address this question because I liked the Force Management training and MEDDICC Exercise so much. The only thing that I would say I dislike is that some of the Discovery seems a little too lengthy. It seems that prospects often don't have the time or patience to go through all of it. **Recommendations to others considering Force Management:** I would highly recommend the Force Management training. I have participated in many training sessions in my 27 years in the work force. This is by far the very best for a couple key reasons. The training itself held my attention the entire time. John Kaplan speaks with true passion and expertise. Most importantly, the MEDDICC process is effective in helping to close more sales and solve my clients needs. ### 21. Awesome process for a growing start up **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Mid-Market (51-1000 emp.) **Reviewed Date:** August 15, 2019 **Describe the project or task Force Management helped with:** Sales to get a process around or strategy. **What do you like best about Force Management?** We transitioned from an all inbound, colocated sales team to growing a field team and having a week defined sales process got us out of the tribal knowledge challenges **What do you dislike about Force Management?** Maintaining the culture around force management through team changes has been the biggest issue. **What problems is Force Management solving and how is that benefiting you?** We have developed all parts of a sales evaluation around positive business outcomes and value for clients after the training ### 22. Great Company to Work With **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 14, 2018 **Describe the project or task Force Management helped with:** We partnered with Force Management to implement a sales process and framework for our internal sales teams to use. **What do you like best about Force Management?** Our project manager, Dempsey, was easy to work with and on top of everything. Their discover process was extremely thorough - they spoke to our customers and to key members of our teams to really make sure the framework resonated with us, that it spoke to who we are as a company, and that it really addressed the issues our customers experience. The resources and materials FM provided were very well-done. **What do you dislike about Force Management?** Some of the team members initially had trouble putting some of the concepts into practice. They felt like they understood the concepts and framework in the training but struggled a bit afterward. They seem much more comfortable with it now, however, and the resources FM provides post-training were helpful. **Recommendations to others considering Force Management:** The team is extremely professional and knowledgeable. They were in regular contact and easy to reach if we ever needed help. Their discovery process is detailed and thorough. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to share your thoughts on working with our team. Putting the methodology into practice is always the most difficult part and I'm glad you saw value in our adoption resources. We look forward to your continued success. -Rachel Clapp Miller rclapp@forcemanagement.com ### 23. Best investment in up-leveling our sales acumen and aligning our org **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 17, 2018 **Describe the project or task Force Management helped with:** The folks at Force began by driving alignment at the executive level, across Sales, Marketing, and Product. They helped our org to 'get real' in terms of the value our products provide and how that aligns to the challenges our customers are facing. Through our work with Force, we developed a comprehensive framework for capturing and communicating value to prospects. This work became the backbone of our sales methodology and the expert trainers at Force have delivered several trainings...all of which were fantastic. **What do you like best about Force Management?** Their logic-based approach. I've never seen a sales team adopt a new methodology as well as this one. I attribute this to the fact that it just makes sense and feels pretty natural to the reps. **What do you dislike about Force Management?** I sort of have a love/hate relationship with how comprehensive the material and program are. It's definitely central to what makes it work so well, but you need to have a very effective on-boarding program for new reps, as it's a lot to absorb. We decided to have our Sales Enablement Director get 'Force certified' so he can deliver training himself. Requires ongoing refinement, but totally expected. None of this is bad. You just need to be ready to put in the time & effort. **Recommendations to others considering Force Management:** It is 100% worth the investment for anyone with a complex sale. **Official Response from Rachel Clapp Miller:** > Thank you for sharing your thoughts about working with our team. The adoption success is a credit to the work your leadership team put in on the front-end. We appreciate your letting us share in your success. Rachel Clapp Miller rclapp@forcemanagement.com ### 24. Transformative Sales Training **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** November 20, 2018 **Describe the project or task Force Management helped with:** ‘From scratch’ development of sales methodology & comprehensive training course for our company (which didn’t previously have a proper Sales function). **What do you like best about Force Management?** Every person at Force Management has clearly been highly trained and delivers at a very high level. They take a very comprehensive, yet customized approach to their engagements. Truly transformative for our business! **What do you dislike about Force Management?** There is nothing to dislike - they are top notch sales trainers and business consultants and are worth every penny we spent. **Recommendations to others considering Force Management:** They are heads-and-shoulders above any other sales training consultants. The investment is worth it and will return far beyond the cost. ### 25. Awesome Enterprise Complex Sales Approach and Methodology **Rating:** 5.0/5.0 stars **Reviewed by:** Steve S. | Senior Solution Consultant, Computer Software, Mid-Market (51-1000 emp.) **Reviewed Date:** November 19, 2018 **Describe the project or task Force Management helped with:** Improve the efficiency of the sales organization and have everyone involved in the sales process speaking the same language and using consistent terminology. **What do you like best about Force Management?** Simple, direct solutions to complex selling topics and concepts. Command of the Message is simple to learn and simple to apply. **What do you dislike about Force Management?** Nothing to dislike. This is an excellent program which is tailored to your specific requirements. ### 26. Great! **Rating:** 4.0/5.0 stars **Reviewed by:** Jack B. | Small-Business (50 or fewer emp.) **Reviewed Date:** June 07, 2018 **Describe the project or task Force Management helped with:** Fast and efficient communication and presents a clear picture of your business They iron out any inconsistencies in your business and make sure that every department is coming from the same place. Completely changed my mind set on business and sales management and helped me to understands effective sales management and consistent sales execution. **What do you like best about Force Management?** Their effective communication and their thorough approach to the issues you are facing and the sales marketing strategies they are suggesting you implement. **What do you dislike about Force Management?** There is lots of information thrown at you in one go and it can be a bit difficult to get in to it. Their process is so thorough that the information they provide you with can be hard to digest at first but this will always be the case when creating a new sales management strategy for any company. **Recommendations to others considering Force Management:** Anyone looking for a comprehensive sales strategy revamp then these guys will provide an excellent service. **Official Response from Rachel Clapp Miller:** > Jack, Thank you for taking the time to share your thoughts about working with us! We appreciate your hard work and for trusting the process. Please stay connected with us. - Rachel Clapp Miller rclapp@forcemanagement.com ### 27. Great Investment **Rating:** 4.0/5.0 stars **Reviewed by:** Anne M. | Small-Business (50 or fewer emp.) **Reviewed Date:** June 07, 2018 **Describe the project or task Force Management helped with:** Force Management was extremely professional and helpful with the sales training, and it has completely changed my career and the way that I work. I have already implemented their techniques and I've seen some success already! **What do you like best about Force Management?** They are not just another sales training company, they really are a game changer! They were very attentive, and really got to know the business well and help tailor the materials to the goals you have already set. The investment was well worth it, and you will see that with the increase in sales and client satisfaction. **What do you dislike about Force Management?** There isn't anything I can think of at the moment, was a wonderful experience and something that I would recommend to others! **Recommendations to others considering Force Management:** It's worth it to give it a go the service has helped drastically. ### 28. Career Changing **Rating:** 5.0/5.0 stars **Reviewed by:** Abraham D. | Account Executive, Computer Software, Enterprise (> 1000 emp.) **Reviewed Date:** January 05, 2018 **Describe the project or task Force Management helped with:** "Command the Message" sales training & leadership training **What do you like best about Force Management?** I attended an offsite Force Management training my very first quarter as a sales rep. That training completely laid a foundation for me on how to manage an opportunity. "The Mantra" is an incredible boiled down template that any sales rep can take as a baseline about how to guide a sales conversation. The training gave me a structure and a vision for how to sale. I broke the record at my company for first year sales, and I definitely believe that Force Management was an important piece of my development as a sales rep. After succeeding in sales, I became part of the management team at my company. About a year after joining the management team, my company decided to place a massive emphasis on coaching reps better. Force Management trained the entire leadership team on how to be effective coaches. Again, Force Management has helped to give me a structure and a vision. I know have foundational knowledge on how to coach that will impact me for the rest of my career. I am a different salesperson and leader because of the Force Management trainings I have had. It is incredible how much prep work Force Management put in with my leadership team prior to the trainings to make sure the trainings were incredibly tailored and relevant. The presentations we content rich and engaging. The handouts were meaningful resources that I will reference. The LMS trainings we received after the first training were so impactful, I went through them twice. I LOVE FORCE MANAGEMENT! I feel that my career has been fundamentally impacted by what I have learned and now as a sales leader, I'm fortunate to have an arsenal of good principles from Force Management to teach to my own reps. **What do you dislike about Force Management?** I really cannot think of something I disliked. **Recommendations to others considering Force Management:** I would recommend having Force Management training your entire sales team periodically. Their leadership training was awesome too, but I for me their "Command the Message" sales training was something that was extremely game changing and also unique from other trainings. I believe that the sales training is where they have the most expertise. **Official Response from Rachel Clapp Miller:** > Wow Abe, thanks so much for taking the time to share your experience working with us! We appreciate your kind words and for letting us share in your success. Please let us know how we can continue to support you moving forward. Rachel rclapp@forcemanagement.com ### 29. Very professional workshops **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 13, 2018 **Describe the project or task Force Management helped with:** Creation of a value framework to be used by our field sales team **What do you like best about Force Management?** The framework and guidance that was provided throughput the course of the workshop **What do you dislike about Force Management?** Nothing really comes to mind if I’ll be honest **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to share your thoughts on working with us! Rachel Clapp Miller rclapp@forcemanagement.com ### 30. Worth while **Rating:** 4.0/5.0 stars **Reviewed by:** Verified User in Machinery | Mid-Market (51-1000 emp.) **Reviewed Date:** November 19, 2018 **Describe the project or task Force Management helped with:** Lay out the framework of a sales structure to function within on a daily basis. **What do you like best about Force Management?** The simple, collective language used made it easy to have productive conversations. **What do you dislike about Force Management?** How prescriptive it felt at times. It was hard to relate it to our work sometimes. ### 31. Force Management **Rating:** 5.0/5.0 stars **Reviewed by:** Emily H. | Mid-Market (51-1000 emp.) **Reviewed Date:** June 07, 2018 **Describe the project or task Force Management helped with:** Force Management provides a fantastic service to drive sales and performance throughout the business. **What do you like best about Force Management?** I like the fact it doesn't necessarily apply to just one team/department. Examples can be applied to all kinds of different situations. Very flexible. **What do you dislike about Force Management?** The training can be quite tiring other than that there wasn't anything i disliked. **Recommendations to others considering Force Management:** I wouldn't hesitate. Well conducted and produced. They've given me condifence in my role that I didn't have previously. ### 32. Ensures customer engagements unlock value and differentiation **Rating:** 5.0/5.0 stars **Reviewed by:** Nick S. | Sales Enablement Manager, Information Technology and Services, Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** Growthplay helped us build out a value-based conversation framework that ensured our reps were relevant and consistent in helping our customers unlokc insights. **What do you like best about Force Management?** The framework Growthplay has helped us incorporate into our conversations is simple, intuitive and able to be applied immediately whether with new reps or seasonsed veterans. It is a framework we have been able to utilise both internally and externally whenever we need to unlock and insights and value **What do you dislike about Force Management?** Nothing although some reps would prefer that the training engagements be distilled to shorter nugget sessions rather than the full 1.5 days of the normal training. Personally I would like to see more detail! **Recommendations to others considering Force Management:** Ensure that the leadership and key executive stakeholders buy into FM and are driving this at every engagement. Without exec and management buy-in your reps will not take this on and incorporate this into their sales DNA. FM is something that needs to be practiced and executed against every day not just some of the time. ### 33. A solid sales framework that we integrated into customer success **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** June 01, 2018 **Describe the project or task Force Management helped with:** Force Management spent a few days with our GTM leadership team and taught us Command of the Message. We first got aligned on the challenges our customers face regardless of our solutions (value drivers). We then spent a lot of time learning about the gap framework and understanding why and how doing discovery was so important. We then spent time building out the talk tracks for each value driver and our differentiators so that people at our company could learn quickly and have a guide for how to have conversations. All of this content was packaged into booklets that we then shared and had 2 full day sessions at our SKO in January. We ran through a lot of the same exercises and learnings with the broader team and exposed them to this new way of selling. Post- SKO, the customer success team used CoM to up-level our kickoff and instrumentation scoping meetings and build a customer journey from the value drivers to align customers on the path to success. **What do you like best about Force Management?** Honestly, I think the best part of was understanding the CoM framework. It's simple, but not many people think this way. Once you understand it, you get a "wow" feeling. It really is impactful to having your team think about selling in a different way. **What do you dislike about Force Management?** I think we made the mistake of trying to cram too much information in a two day training. We tried to cover CoM as well as MEDDICC, which was too much. Should have saved MEDDICC for another time. **Recommendations to others considering Force Management:** Ray Avila is a fantastic trainer, request him! **Official Response from Rachel Clapp Miller:** > Thank you for sharing your feedback with us! Ray is definitely a great resource. We wish you continued success! - Rachel Clapp Miller rclapp@forcemanagement.com ### 34. Fantastic organization **Rating:** 5.0/5.0 stars **Reviewed by:** 🏄🏼‍♂️ Chris A. | Head of Account Management, Enterprise (> 1000 emp.) **Reviewed Date:** November 15, 2017 **Describe the project or task Force Management helped with:** I have received training from force management two different times. One of the trainings I received was related to sales framework training. The second time was leadership training on coaching and training sales reps. **What do you like best about Force Management?** One of my favorite things about Force Management's style is it is very principle based. They teach principles that can be applied in many different situations. Most other sales organizations I have worked with focus on teaching simple tactics that aren't always good for all situations but are taught as though they could be. Force isn't "gimmicky" and teaches you how to communicate. I loved that. **What do you dislike about Force Management?** In both cases the training was quite exhaustive. I felt completely tired leaving and didn't feel like the reinforcement post training was always as strong. That might be more on how my organization deployed the training more than their training style to be fare. **Recommendations to others considering Force Management:** You should plan on doing continual work with them. They are expensive and aren't something you can do once or twice. You need to plan to make a continual investment with them to really get what you need out of it. With that said, it is more worthwhile than any other training I have been to. **Official Response from Rachel Clapp Miller:** > Thank you, Chris, for sharing your thoughts about working with Force Management. It's great to see you found success in applying the methodology to a variety of selling situations. Please let us know how we can continue to support your success! Rachel rclapp@forcemanagement.com ### 35. Great Training! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Consumer Electronics | Enterprise (> 1000 emp.) **Reviewed Date:** June 07, 2018 **Describe the project or task Force Management helped with:** I went to a Force Management training session and found some of the information quite useful. It has helped me think differently in the way I work and I believe I'm maximising my potential. The training was on how to raise sales revenue getting more customers. I've seen an increase in my sales after attending the training so I'm definitely doing something right! It's great as I have won monthly incentives at work for being the best employee by bringing in the most sales! So yeah I think Force Management would be good training for others too. **What do you like best about Force Management?** Changing the way I work and think for the better. the Force Management course has definitely set a foundation for me and will use going forward in my career. I love that I'm winning the incentives at work! **What do you dislike about Force Management?** The training session can be a little long and your attention span may veer off at times. But stick in there as it's money in your pocket for the long run in your career. **Recommendations to others considering Force Management:** Very helpful and useful in your daily working life. It will help you maximise sales. ### 36. Force Management **Rating:** 4.0/5.0 stars **Reviewed by:** Verified User in Financial Services | Mid-Market (51-1000 emp.) **Reviewed Date:** April 26, 2018 **Describe the project or task Force Management helped with:** The Force Management team led a sales training while I was at Monetate several years ago. **What do you like best about Force Management?** I STILL use many tactics I learned from Force Management, years later. In particular, the value card methodology has been instrumental in my success! I lead the prospect through discovery, and ask the tough questions to help them quantify. **What do you dislike about Force Management?** Unfortunately, the only real drawback was that the trainers we had did not come from a software / SaaS / tech sale. While the saying goes that good sales motion is consistent regardless of vertical, I feel someone coming from a space similar to ours would have been able to apply the principles with even more success. **Recommendations to others considering Force Management:** Check the credentials of the consultants leading your particular training. ### 37. President, Client Strategy & Partnerships **Rating:** 5.0/5.0 stars **Reviewed by:** Casey J. | President, Client Strategy and Partnerships, Staffing and Recruiting, Enterprise (> 1000 emp.) **Reviewed Date:** October 13, 2017 **Describe the project or task Force Management helped with:** Force Management helped us ensure a common go to market strategy with our enterprise sellers. As a leader within our firm, Force Management provided me and my colleagues with the framework to teach, inspect and deliver a value based conversation that can be repeatable with each and every customer. The basics of finding our gaps and getting our sellers focused on identifying customer problems was something that we weren't doing on a consistent basis. MEDDICC and the Value Based conversation now allow for us to uniquely and consistently solve problems differently and then share proof of where we've done it before that is relevant to the customer. **What do you like best about Force Management?** For me personally, John Kaplan told me that I am the consciously competent leader and the sales process/interaction comes innately to me; however, what I love the best is that the Force Management framework now allows me to teach it to reps of all experience and increase their ability to ramp quickly. **What do you dislike about Force Management?** Like any good sales team, we are competitive and can be impatient. Adoption is always a challenge in any sales transformation so if they could sell a magic potion that would scale and generate adoption quicker I would buy it. **Recommendations to others considering Force Management:** I don't provide reviews often; however, this was an easy one for me to do as I genuine have loved my experience in working with Force Management. They are polished and can back up everything they do given a lot of their Sr. folks come from a desk and have years of selling experience. They do such a great job of teaching what the components of a value based framework are and make it easy to share with your sellers. **Official Response from Rachel Clapp Miller:** > Thank you for reviewing our services Casey! We wish you continued success. - Rachel rclapp@forcemanagement.com ### 38. Best Sales Methodology - It really works! **Rating:** 5.0/5.0 stars **Reviewed by:** Meg W. | Mid-Market (51-1000 emp.) **Reviewed Date:** May 31, 2018 **Describe the project or task Force Management helped with:** Force Management came and trained our sales teams on Command of the Message. **What do you like best about Force Management?** The energy from the instructor (Tim) was contagious. He was great and used real world examples. There was also a lot of practice which really helped the material stick. **What do you dislike about Force Management?** Nothing. I thought the whole training was on point and extremely helpful. **Official Response from Rachel Clapp Miller:** > Meg, thanks for sharing your experience working with us! Tim is a great resource to have and I'm glad you are seeing value in implementing the methodology! Please stay connected. We look forward to hearing about your continued success. - Rachel Clapp Miller rclapp@forcemanagement.com ### 39. Changed the game in Sales for me **Rating:** 5.0/5.0 stars **Reviewed by:** Cole O. | Senior Account Director - New England + Eastern Canada, Computer Software, Mid-Market (51-1000 emp.) **Reviewed Date:** October 18, 2017 **Describe the project or task Force Management helped with:** Force Management came in and trained my old sales team at my last company around Command of the Message and Command of the Sale--Brian Walsh was our trainer and managed to have a room of about 80 people hanging on his every word for 2.5 straight days, which is saying something . I have had many sales trainings across my career, but none actually changed the way I sell until Force Management. I can honestly say that it up-leveled my sales acumen to a degree that I never would have achieved without the Force Management team coming in and laying the groundwork for a proper methodology and the thought process behind proper selling technique. A testament to the quality and real result of this training was when we had management turnover [the very leaders that had brought in Force to begin with], and the adherence to the process was lost by many due to new management not reinforcing deal inspection and application of COM. The reps [myself included] who remained focused on the rigor and process provided by the Force Management framework were wildly more successful at qualifying deals, managing them effectively and, most importantly, closing them. It was very clear that those who practiced and stayed focused on the Force Management methodology are wildly more successful at closing business and generating revenue. **What do you like best about Force Management?** A very clear and detailed company specific outline of what your company does, how they do it differently, and how to speak the same language from marketing to sales. Puts a very crisp edge on how your company competes and wins in the marketplace. Excellent presentation by Brian and his team as well. **What do you dislike about Force Management?** It is a lot to wrap your head around, but it's more of a behavioral change than a "dislike". If you commit to following the process you will see results. Also, reinforcement of the principles can be spotty unless you have management's adherence to it as well as inputs into CRM about what fields are necessary to verify that adherence. **Recommendations to others considering Force Management:** They are an expensive solution, but truly game changing, especially if you are at a point where you are entering a new market, changing a product, going after a new vertical, etc. Don't discount them as "just another sales training" as it is anything but. They take the time to truly learn your business and customize the materials and messaging specifically towards what you seek to achieve. **Official Response from Rachel Clapp Miller:** > Thanks for taking the time to review us, Cole! We appreciate your words of support. We definitely work hard to differentiate ourselves from "sales training", and reinforcement is a key part of making our methodologies a success. Integrating it into a CRM helps drive that adoption in the system where reps are working everyday. - Rachel rclapp@forcemanagement.com ### 40. Chief Revenue Officer **Rating:** 5.0/5.0 stars **Reviewed by:** Matt C. | Chief Revenue Officer, Hospital & Health Care, Mid-Market (51-1000 emp.) **Reviewed Date:** October 26, 2017 **Describe the project or task Force Management helped with:** Sales force transformation at both BazaarVoice and Kinnser Software. Implementation of their Command approach to sales execution and global sales management. **What do you like best about Force Management?** The Force Management approach is much more than simply implementing a superior sales and qualification process, it is an entire operating model for effective sales management and consistent sales execution. They are the gold standard for a complete management operating rhythm and effective sales model that sticks! **What do you dislike about Force Management?** I can’t point to anything that I didn’t like about the Force team or their approach. Very thorough; from assessing our needs all the way through to implementing the model. **Recommendations to others considering Force Management:** I have been through a half dozen sales methodologies over the last 2 decades and can easily say that this one is the best I’ve ever experienced. The investment was well worth it, not only in the return that we saw, but in the ongoing people development that the approach drove. It is the “stickiest” methodology I’ve ever seen and will carry this discipline with me wherever I go. **Official Response from Rachel Clapp Miller:** > Matt, thank you for taking the time to share your thoughts about our methodologies. Congrats to you for all the hard work you've done to ensure the success of your own FM initiatives. Great selling! -Rachel rclapp@forcemanagement.com ### 41. Great way to customize a solution selling methodology to your company **Rating:** 4.5/5.0 stars **Reviewed by:** Chris K. | Director Product Marketing, Mid-Market (51-1000 emp.) **Reviewed Date:** December 08, 2017 **Describe the project or task Force Management helped with:** I have been involved with Force Management design and roll-out at two B2B technology companies. The process is very involved but yields great results. Working in product marketing, we may have had the ability to put together the content ourselves, but we wouldn't have had the bandwidth to do it so fast and wouldn't have been able to get buy-in high and low and roll-out training across the organization. **What do you like best about Force Management?** Solution is very well thought through and customized to the organization. Their methodology to get buy-in for the program and its content from the CEO to the VPs, directors and individual contributors. **What do you dislike about Force Management?** The process is very involved and requires a lot of hours, but the results make it worth it. **Recommendations to others considering Force Management:** Force Management, like any other sales methodology, requires ongoing commitment from the entire organization. Growth Play (the company behind FM) will help you with this process, but it requires ongoing commitment from within the org. **Official Response from Rachel Clapp Miller:** > Christian, Thanks so much for taking the time to share your experience working with Force Management. It's true our most successful companies have widespread commitment and active leadership. We appreciate your hard work and we look forward to your continued success! Rachel rclapp@forcemanagement.com ### 42. Great Primer for New Salespeople **Rating:** 5.0/5.0 stars **Reviewed by:** Austin T. | Senior Inside Sales Representative, Internet, Small-Business (50 or fewer emp.) **Reviewed Date:** February 26, 2018 **Describe the project or task Force Management helped with:** Force Management led a one-day off site seminar on how to communicate value and drive the sales process forward. **What do you like best about Force Management?** I really liked that Force Management came early to work with management to develop a program that was specifically tailored to our sale. I also liked that they provided deliverables to take home with us - those have been super useful as time went on. **What do you dislike about Force Management?** Not too much to report here, but it would have been helpful to have some more materials directed at the SDR team, as there wasn't much specifically for them. **Official Response from Rachel Clapp Miller:** > Hi Austin, Thanks so much for your feedback. I'd love to hear how you're able to use the tools moving forward. We do tailor our content to SDRs, so I'm reaching out directly to your account rep to see if they can build that out in the roadmap. Appreciate the kind words! Great selling, Rachel rclapp@forcemanagement.com ### 43. Substantial and Measureable Results from our Partnership with Force Management **Rating:** 5.0/5.0 stars **Reviewed by:** Simon N. | Chairman & Chief Executive Officer, Mechanical or Industrial Engineering, Enterprise (> 1000 emp.) **Reviewed Date:** October 20, 2017 **Describe the project or task Force Management helped with:** Dynacast has partnered with Force Management over the past decade to deploy a number of strategic initiatives to drive sales, the customer experience, and command our value messaging to our customer base. We have seen tremendous growth in sales execution and leadership, as well as relationship building by applying the tools from the Force Management module to qualifying, quantifying, and nurturing opportunities for our business from our sales force. We continue to employ Force Management’s team to engage with our sales force with regular training, workshops, and analysis to continue our growth and commitment to our customer experience. **What do you like best about Force Management?** Force Management’s commitment to learning our business and implementing vital criteria, culture, and technological requirements to the process has been key to the success of our partnership. They know our business, and their knowledge of our sales and engineering processes has been key in defining our value messaging. Ultimately, this process has allowed us to articulate what differentiates us from our competitors and go after high volume, high margin business. **What do you dislike about Force Management?** As a select number of individuals at Force Management work on our account and have taken the time to learn our business, we sometimes have to wait for those select individuals to be available to work on these programs with our global sales force. However, it pays its dividends tenfold and is worth the investment in both time and money. **Official Response from Rachel Clapp Miller:** > Simon, thank you for sharing your thoughts on working with us. As always, thank you for letting us share in your continued success. - Rachel rclapp@forcemanagement.com ### 44. Exceeded all expectations **Rating:** 5.0/5.0 stars **Reviewed by:** Karina S. | Senior Vice President of Sales, Marketing and Advertising, Mid-Market (51-1000 emp.) **Reviewed Date:** December 10, 2017 **Describe the project or task Force Management helped with:** Our engagement with Force Management was a significant investment for the company, both financially and the resources required to implement, and I was nervous if we would see the ROI. I can confidently say it was transformational for our organization. The materials, the actual training and the enthusiasm that came out of it far exceeded my very high expectations. We are already considering how we can keep the training going for new members of the team. **What do you like best about Force Management?** The materials are incredible. I wish I had those when I started! But the real highlight was the two day Command of the Message and Command of the Sale training. We had 50 people from across the organization sitting at rapt attention for two full days. I have never in my career seen that kind of enthusiasm for a two day training. **What do you dislike about Force Management?** I asked a lot of questions up front and asked for examples but it was still hard to fully understand what was going to happen and be produced until we were in it. I would have done things slightly differently in hindsight. **Official Response from Rachel Clapp Miller:** > Karina, thanks for taking the time to share your experience working with Force Management. We appreciate your hard work and look forward to your continued success. Please continue to let us know how we can support you. -Rachel rclapp@forcemanagement.com ### 45. Winning sales methodology, terrific sales trainers - align to value to differentiate and win **Rating:** 5.0/5.0 stars **Reviewed by:** Dale W. | Solutions Principal, Computer Software, Enterprise (> 1000 emp.) **Reviewed Date:** November 14, 2017 **Describe the project or task Force Management helped with:** The Force Management team helped our company develop a distinctive Value Framework, trained our sales team, and trained our sales leaders to continue to train our teams through true framework and knowledge transfer. **What do you like best about Force Management?** How to pick? Their methodology is solid and proven and *works*. Their frameworks make it practical to teach at scale. Their team is engaging, credible, and effective. They're great to work with and truly effective. **What do you dislike about Force Management?** Some of their materials are a bit dated and kludgy in format - fonts, graphics. **Recommendations to others considering Force Management:** Be willing to adopt their methodology and core training principles. If you just want someone to help you deliver your current approach - you won't get the value. **Official Response from Rachel Clapp Miller:** > Dale, Thank you for taking the time to share your experience working with Force Management. We appreciate the support! Please continue to stay connected with us. -Rachel rclapp@forcemanagement.com ### 46. May the Force be with you! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Internet | Mid-Market (51-1000 emp.) **Reviewed Date:** December 16, 2017 **Describe the project or task Force Management helped with:** Force Management helps me hone my craft as a sales person. The ability to learn command of the message and command of the plan is invaluable. To be able to add science to sales deals was something I had never seen before. **What do you like best about Force Management?** I love how easy it is to implement and how quickly you see results. Adding MEDDPICC to deals gives you a north star to follow and allows you to forecast your pipeline and set client success up for what to look for in renewals. **What do you dislike about Force Management?** I don't really have anything that I dislike. Force Management changed my career. ### 47. Solid Training & Experience **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** November 07, 2017 **Describe the project or task Force Management helped with:** I went through a Force Management training two years ago, and it was one of the most beneficial and helpful trainings I've been through. The trainer helped us create a process around understanding customer pain & it's effects, and becoming a more consultative sales person. **What do you like best about Force Management?** I thought the trainer we had was outstanding. After 3 full days of listening in a lecture hall, I was still interested in the content. The training was very interactive, and we had a chance to apply what we had learned to an actual deal. We also had a good amount of material to take with us and practice - All of which I still use today. **What do you dislike about Force Management?** The trainer had been researching our company and industry for the better part of 3 months. I think this is why this remains the best sales training I've received. With that, a lot of the examples were out of date (ie printers and hardware examples). But at the end of the day, it's all sales and was still applicable. **Recommendations to others considering Force Management:** Training is often as good as the trainer you're working with. In this industry, it takes a hell of a trainer and program to gain confidence. We got a great one, and my experience was fantastic. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to share your experience with Force Management. We work hard to understand the client's business, so I'm pleased to see you saw that effort and it paid off for you. Great selling! Rachel rclapp@forcemanagemetn.com ### 48. FM should be a requirement for all new hires **Rating:** 5.0/5.0 stars **Reviewed by:** Giulio M. | Sales Enablement Director, Information Technology and Services, Mid-Market (51-1000 emp.) **Reviewed Date:** November 02, 2017 **Describe the project or task Force Management helped with:** Candidates are more likely to be considered if they have previous experience with Command of the Message. All new starters, regardless of their experience, will complete the full program when they join our team. In our experience, sales cycles are reduced substantially when reps are applying the framework in their deals. **What do you like best about Force Management?** A clear structure that WORKS. The fact that we had to build it ourselves was critical to getting the buy in from executive level as well as from the reps themselves. **What do you dislike about Force Management?** More geared to medium and large opps. I think its a challenge to apply the framework to SMB and BDR roles, so we have adapted a 'lite' version for this purpose. **Recommendations to others considering Force Management:** A far superior program to other short courses. Often, reps will start the course by shrugging their shoulders at being forced to attend yet another sales training course. By the end of the program, they are grateful for the time investment they made to learn a new way to approach sales. **Official Response from Rachel Clapp Miller:** > Giulio, thank you for sharing such great things about Force Management. Congrats to all the hard work you and the team at Mimecast have done to drive the initiative! We appreciate your letting us share in your success. -Rachel rclapp@forcemanagement.com ### 49. Exceptional Results **Rating:** 5.0/5.0 stars **Reviewed by:** Paul L. | Principal, Computer Software, Mid-Market (51-1000 emp.) **Reviewed Date:** October 27, 2017 **Describe the project or task Force Management helped with:** I have engaged with Force Management a few times. The first was to transform an established sales team to an insight led selling methodology. After that I have worked with startups to build a selling methodology and drive hyper growth. All engagements have delivered on the results. **What do you like best about Force Management?** Compared to other vendors in this space, Force Management strikes the perfect balance of providing structure, guidance, and best practices while still enabling the client to build it in their voice with focus on their customers' needs. **What do you dislike about Force Management?** Getting internal budget approval can be challenging if Finance insists on the lowest bidder because they are not the least expensive, but the value is there and the results are worth it! **Recommendations to others considering Force Management:** Their methodology and your content will drive business results, i.e. revenue, market penetration, improved win rate, etc. To get their Force Management will bring their A Game every time, you need to have your A Team on this project and have executive sponsorship to be successful. **Official Response from Rachel Clapp Miller:** > Paul, Thank you for taking the time to review Force Management. We appreciate your support over the years and wish you continued success. Rachel rclapp@forcemanagement.com ### 50. Phenomenal Sales Framework **Rating:** 5.0/5.0 stars **Reviewed by:** Nick H. | Strategic Customer Success Manager, Computer Software, Mid-Market (51-1000 emp.) **Reviewed Date:** February 26, 2018 **Describe the project or task Force Management helped with:** Force Management provided our revenue facing teams with their Command of the Message workshop and it has changed the way we think about customer conversations, not just presale, but post-sale as well. **What do you like best about Force Management?** They are incredibly thorough in their training process. Will a full 2 days of rep training, with role-plays included, they really want to make sure it sticks, and it has. **What do you dislike about Force Management?** Long days in training. Not enough breaks. This can be pretty mentally draining. **Recommendations to others considering Force Management:** They are the best in the industry. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to share your experience working with our team. Those deliveries can be long days, but hopefully you will find the value on the other side. Please continue to let us know how the methodology is working for you. Great selling! Rachel rclapp@forcemanagement.com ## Force Management Discussions - [What's your approach to adoption and reinforcement?](https://www.g2.com/discussions/client-engagements-6ce9e59d-edfc-4f12-9cc5-c1416c8a4c6a) - 1 comment, 1 upvote - [How do you measure success of an engagement?](https://www.g2.com/discussions/client-engagements-8edbf9e1-e5d7-4ef5-9703-b646bb0f0633) - 1 comment, 1 upvote - [What is your engagement process?](https://www.g2.com/discussions/client-engagements) - 1 comment, 1 upvote - [How are your facilitators trained?](https://www.g2.com/discussions/about-force-management-41be7cb3-6fad-4615-96a3-ae7e96ba4fb2) - 1 comment, 1 upvote - [Who are your customers?](https://www.g2.com/discussions/about-force-management-3d00fd92-71cf-4bee-9cc1-9b32f26d7305) - 1 comment, 1 upvote - [View Force Management pricing details and edition comparison](https://www.g2.com/products/force-management/reviews?section=pricing&secure%5Bexpires_at%5D=2026-05-15+06%3A48%3A52+-0500&secure%5Bsession_id%5D=9847488f-e01a-4ae7-838d-50630dc07d63&secure%5Btoken%5D=e3bedef8fa192fe83a1afe27d3511fa780920cb164fa2190bf3c8afd5513e30a&format=llm_user) ## Force Management Features **Planning** - Needs Assessment - Resource Allocation - Stayed within Budget - Statement of Work - Best Practices **Delivery** - Technical Expertise - Met Deadlines - Meeting Management - Project Updates - Scope Management - Roll-out **Team Quality** - Change Management Skills - Executive Presence - Vertical Expertise - Technology Partnerships ## Top Force Management Alternatives - [Winning by Design](https://www.g2.com/products/winning-by-design/reviews) - 4.8/5.0 (757 reviews) - [Sandler](https://www.g2.com/products/sandler/reviews) - 4.8/5.0 (107 reviews) - [JB Sales](https://www.g2.com/products/jb-sales/reviews) - 4.8/5.0 (409 reviews)