Opportunity Manager®: Knowledge & Support
Opportunity Manager®: Knowledge & Support
Breadcrumbs

Manager Best Practices

This guide outlines best practices for managers supporting reps using Force Management methodologies: Command of the Message® and MEDD(P)ICC within Opportunity Manager®. It provides actionable steps to drive adoption, ensure data quality, and create a strong coaching rhythm across your team.

1.  When to use Opportunity Manager

  • Onboarding reps after training

  • Defining expectations for Opportunity Manager usage

  • Preparing for deal reviews and coaching sessions

  • Reinforcing methodology adoption across the sales process

2. Core Best Practices

  • Immediately after reps complete their CoM/MEDDPICC training, define exactly how you expect them to use Opportunity Manager. Clear expectations drive strong adoption from day one.

    • Decide whether OM is required for:

      • All opportunities

      • Deals above a certain value

      • Strategic/Enterprise vs. SMB/Commercial

      • Long, complex cycles vs. transactional cycles

    • Consider phased targets using alerts—for example:

      • Week 1: 25% of entries complete

      • Week 2: 50% complete

      • Gradual increase until OM becomes standard practice

    • Define which OM fields must be complete before reps move to the next stage.
      Example: By the end of Discovery, reps should have documented:

      • Before Scenario

      • Negative Consequences

      • After Scenario

      • Positive Business Outcomes (PBOs)

    • Assessment cadence:

      • Consider requiring Guided Assessments once per stage to reinforce learning and surface gaps.

3. Narrow Your Rep’s Focus

  • Avoid overwhelming new users

    • Start reps with 3–5 critical deals rather than requiring OM for their entire pipeline immediately.

    • Work with them to select these deals—this gives you visibility into opportunity quality.

    • Gradually expand expectations until OM is embedded in their operating rhythm.

  • Reps are absorbing a lot—training, methodology, and a new app. Help them build confidence by focusing on learning over perfection.

    • Reinforce that Guided Assessment scores are not grades.

      • A 30% in Discovery ≠ a 30% in Proposal

      • Scores reflect stage‑appropriate progress

    • Encourage quality over quantity in field entries.

      • “Checking boxes” with poor information creates confusion and reduces coaching effectiveness

    • Show reps how you use their entries to provide meaningful feedback—this increases trust and encourages ongoing usage.

4. Build Internal Proof Points

Celebrate and socialize early wins to reinforce adoption. Proof points build momentum and normalize consistent usage.

  • Share stories where OM helped reps win, expand, or recover deals

  • Highlight moments where your coaching improved a deal thanks to OM details

  • Recognize early adopters during team meetings

  • Invite reps to present their OM success stories to peers

5. Become a Master of the Methodology Yourself

Consistency from you drives consistency in the team.

  • Use Ascender content to deepen your understanding

  • Complete training and preparation before asking reps to do the same

  • Review OM entries before deal reviews. If reps take time to fill in details, you must take time to read them

  • Integrate OM into:

    • Weekly 1:1s

    • Pipeline reviews

    • Stage‑based coaching sessions