A turnkey solution for integrating Force Management methodologies into Salesforce
REP BEST PRACTICES
Progress Your Deal
If you’re feeling stuck on a deal, have pushed the “close date” back more than once, or have gone backward in the sales process, then we recommend taking advantage of the Guided Assessments. The Guided Assessments are designed as virtual coaching sessions with the purpose of helping you identify strengths and gaps within your sales strategy.
Keep It Simple
We recommend keeping all text entries in short, “to the point” bulleted lists with consistent formatting throughout. If you use Opportunity Manager® for internal handoff discussions, then another person should be able to review your field entries and quickly gain an understanding of where the customer is in the sales process. Be sure to reference your Value Framework for sections such as “How We Do It” to make it easier to tell your company’s story in a way that's consistent with the vision of your leadership.
Save Time
If your organization has both Command of the Message® and MEDD(P)ICC included in the Opportunity Manager app, then make sure to utilize the “Copy From…” button. There are 3 fields that overlap between the two methodologies, and this tool allows you to automatically paste the text you’ve entered from one methodology field to its counterpart, saving you time and effort.
Get Coaching
Establish a cadence with your manager on how frequently the Guided Assessment should be completed. Consider reviewing your assessment score with your manager during deal reviews in order to receive the best possible coaching and feedback. Additionally, take time to review your field entries and assessment scores from historically lost or disqualified deals to identify gaps and areas of growth.
Be Thorough
Make sure not to leave any key fields blank if you know the information - with better data, the coaching you get will be better, and you won't have to depend on your memory. If you do come across fields that you do not have the necessary information to fill in, talk to your manager about how to close those gaps and push forward your deal.
Use The Mantra
Command of the Message only.
Be sure to keep your Mantra up to date in order to help guide you in future sales conversations. Using the “Generate Mantra” feature is an easy way to summarize Command of the Message so you’re able to share the details in an email with your prospects or internally. This is a quick and valuable way to ensure alignment throughout the sales process.
