Feature Breakdown

Opportunity Value Card

• Guides reps in capturing comprehensive deal details aligned to the Command of the Message® methodology, including value drivers, before and after scenarios, required capabilities, and metrics.

• Provides a repeatable framework that strengthens deal qualification and storytelling, helping reps articulate before/after states, quantify impact, and clearly define how the customer will measure success.

MEDDPICC Qualifier

• Enables reps to capture and organize deal details according to the MEDDPICC methodology, including metrics, economic buyers, decision criteria, decision process, paper process, identified pain, champions, and competition.

• Supports rigorous qualification and risk identification, giving sellers and managers a clear snapshot of deal health and improving forecast accuracy through methodical validation of each MEDDPICC component.

Command of the Message & MEDDPICC Guided Assessment

• Provides a guided, step‑by‑step self-assessment based on Command of the Message OR MEDDPICC principles, helping sellers evaluate their opportunity across key components.

• Delivers an overall confidence score and visual breakdown of strengths and gaps to support clearer qualification and strategy planning.

Relationship Mapper

• Visual map that sellers build to identify key customer stakeholders, understand their roles, and capture their level of influence and support within the opportunity.

• Provides a structured view of relationship strength and gaps, enabling teams to plan targeted engagement and strengthen overall deal strategy.

Account Planner (OM Version 2.18 and Above)

Aligned with Force Management’s Command of the Plan® methodology, Account Planner brings account planning disciplines to Salesforce through the lenses of:

• Economic Landscape - what is the business environment in the account, that the team needs to be mindful of and align to?

• Political Landscape - who are the important people in the organization that can influence the success, or failure, of deals and how can we build relationships and gain support from key decision-makers?

•  Account Whitespace - where is the untapped potential (new, cross-sell, up sell) within a given customer account

Manager Coaching & Feedback

Feature within the Guided Assessment component that allows a Rep’s manager to leave deal feedback and assign action items with due dates.

Opportunity Manager Alerts

Displays any alerts that may apply to the Opportunity such as field requirements, etc. chosen by your organization. Reach out to your SFDC administrator for questions on alerts you are seeing.

Quick Links

Displays a list of links to useful documents or learning content.