Atomic Revenue vs. Force Management

I am a new rep (1 year closing experience to date). I previously was an SDR within the org so I know how to book outbound meetings but the First Meeting, Demo, Onboarding, ROI and everything else that comes next was sort of a gray box for me. My org did a nice job training me on what to present and steps needed to get a sale however the "Narrative" of how to string those calls together and build off the last one was something that I felt was lacking that FM tied together to create a cohesive buyers journey where me as a seller is constantly uncovering pain / buying processes to align more and more to what the C level is thinking about at that Org so when we get there we make our product and that champ that helped us navigate the Org look great

Incentivized

• Force Management framework
• Sets up sellers for success
• Challenges sellers to be value driven

Incentivized

• Some of the MEDPICC tenets didn't apply to all business segments
• The reinforcement training should still be offered as a refresher - 1, 2 years later
• A lot of the principles were focused on Enterprise, so we had to modify for smaller accounts

Incentivized

Sandler Training was also super valuable, but I enjoyed how Force Management COTM program is so highly personalized. Sandler has really great strategies for business conversations, but wasn't as specific to our company's offering and language. I think Force Management also does a great job at reinforcing the lessons and gave more interactive exercises to practice with

Incentivized

• Higher % of closed/won opps
• Faster time to close

Incentivized