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.

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.

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.