# Force Management Reviews **Vendor:** Force Management **Category:** [Sales Training Companies](https://www.g2.com/categories/sales-training) **Average Rating:** 4.7/5.0 **Total Reviews:** 93 ## About Force Management Force Management's methodologies help sales organizations sell more, faster. The Command Series helps clients balance an external focus on the customer, with an internal focus on sales management best practices. Our strength is in our experience. Our proof is in our results. The companies we work with: • sell more – at higher margins • qualify and close deals sooner • exceed quota more frequently • attract and retain key talent with less effort Let us help you create bottom-line impact that breaks sales records. ## Force Management Reviews ### 1. Go To Market Transformation for Sales - Highly Recommended **Rating:** 5.0/5.0 stars **Reviewed by:** Rob D. | CEO and Founder, Computer & Network Security, Enterprise (> 1000 emp.) **Reviewed Date:** October 25, 2017 **Describe the project or task Force Management helped with:** I was an executive a RSA when the company decided to embark on a sales transformation that included messaging, sales training, hiring, onboarding, etc. We used a competitive process to select a vendor that ended with Force Management winning. This was a complex sales transformation handled exceptionally well by the Force Management team. If you are a CEO or sales executive that believes your people aren't effectively differentiating your product/service from competitors, then FM can assist. If you truly believe your product/service is superior, but you aren't getting the pricing premium you deserve, then FM can assist. Like most seasoned sales professionals, I've taken, taught, and read many different approaches to sales. Force Management was one of the most impactful experiences I've had in my career. If you are looking for something beyond simple sales training that integrates with your entire GTM, then put FM on your shortlist. **What do you like best about Force Management?** * Integration with other parts of the organization (marketing, product management, technical team) * Quality of instruction * Quality of supporting materials, worksheets, interview guides, etc. * Ability to certify our internal people to teach the methodology and skills **What do you dislike about Force Management?** Not a dislike, but the approach is well suited to enterprise level account managers and organizations that are ready to scale. I'm not I would recommend to a very small vendor just trying to get started. You should probably have implemented an initial functional organizational structure. **Recommendations to others considering Force Management:** Think about the interaction with other parts of your organization besides sales and your ability to continue the training/enablement with in-house personnel. **Official Response from Rachel Clapp Miller:** > Rob, thank you for sharing your experience with Force Management. We appreciate the kind words. It's great to hear the approach has been so successful for you. Let us know how we can continue to support your efforts! -Rachel rclapp@forcemanagement.com ### 2. It's a great methodology but it'll be good to have more examples after the first interaction **Rating:** 4.0/5.0 stars **Reviewed by:** Adelaida A. | Mid-Market (51-1000 emp.) **Reviewed Date:** February 23, 2018 **Describe the project or task Force Management helped with:** Great for disco call or first interaction. The questions the team provided are very useful and it's good to have some customer references as well **What do you like best about Force Management?** The ability to have a structure of questions that you can follow with specific wording that relates to our business **What do you dislike about Force Management?** After the first interaction with the client, we don't have many resources of questions or next steps that could make us more successful and bring urgency **Official Response from Rachel Clapp Miller:** > Adelaida, Thank you for sharing your experience working with our team. We do appreciate you found value in the customization of our materials. We work hard to make sure our materials are relevant to what you do every day. I'd love to help provide you some additional resources to help you after that first interaction - as we do have several things that may help. Please reach out to me directly at rclapp@forcemanagement.com. I will also send you a direct message. Thank you again! Rachel ### 3. This changes how people sell, how they work, and how they solve problems for clients. **Rating:** 5.0/5.0 stars **Reviewed by:** J.R. C. | Sr. Executive Director, Field Operations, Office of the CISO, Computer & Network Security, Enterprise (> 1000 emp.) **Reviewed Date:** December 08, 2017 **Describe the project or task Force Management helped with:** The Force Management team worked with us to challenge and change how our sales force approached the market, how they carried our message to prospects and clients, and how the sales force differentiated us by answering the "so what" question before the actual client interaction even began. **What do you like best about Force Management?** The entire approach is ideal for organizations that have a high-value proposition and are looking to translate that value into the sales process and ultimately the customer. If an organization does something "better", than the competition, Force Management is the best way to articulate this in a consistent and repeatable way. **What do you dislike about Force Management?** This is a fundamental shift, which requires complete buy-in almost from the get-go. There's no "slow drip" option. While this is a strength, it's an initial challenge--especially where there's a curmudgeon factor. **Official Response from Rachel Clapp Miller:** > Thank you, J.R., for sharing your thoughts about working with Force Management. We appreciate your perspective and look forward to your continued success. - Rachel rclapp@forcemanagement.com ### 4. Great material and content for ongoing training! **Rating:** 4.0/5.0 stars **Reviewed by:** Verified User in Internet | Small-Business (50 or fewer emp.) **Reviewed Date:** February 23, 2018 **Describe the project or task Force Management helped with:** I am the manager of a team who uses GrowthPlay strategies for renewals and upsells. We attended GrowthPlay training with the Sales team to align on how we want to approach deals of any type and uncover pain to get to our desired outcome of a closed deal. **What do you like best about Force Management?** The content/takeaways they guided our team to build. While this took a long time for our teams to put together, it is incredibly valuable as a reminder to the current team and as a training resource to future team members. **What do you dislike about Force Management?** The training includes many anecdotes, which is great, but sometimes took away from the content. A more engaging approach or demonstrated role play would have been helpful to get a real life example of how this is used in different situations. **Official Response from Rachel Clapp Miller:** > Thank you for your feedback! We appreciate your taking the time. I'd love to hear more specifically about your delivery, as we typically do a lot of role plays in our sessions. Would you mind emailing me directly at rclapp@forcemanagement.com? Thanks! Rachel ### 5. Value based conversations are the bomb! **Rating:** 4.5/5.0 stars **Reviewed by:** Alex B. | Mid-Market (51-1000 emp.) **Reviewed Date:** March 05, 2018 **Describe the project or task Force Management helped with:** Helping us shift from a tactical sales approach to focusing on value delivered and being audible ready. **What do you like best about Force Management?** The outcome of having a value based framework we can propagate across the org is extremely valuable. I'm hoping we can easily onboard people onto it, especially sales/marketing. **What do you dislike about Force Management?** The initial workshop felt a bit disorganized and dragged on. **Official Response from Rachel Clapp Miller:** > Hi Alex, Thank you for sharing your feedback. I'm glad that you found value in developing the Value Framework. I will pass your feedback on the workshop back to our delivery team. We try hard to make sure that early session is efficient and organized, so I will want to make sure they hear this. We wish you continued success. -Rachel Clapp Miller rclapp@forcemanagement.com ### 6. Overall positive but believe too much content was put into short amount of time **Rating:** 3.5/5.0 stars **Reviewed by:** Verified User in Internet | Mid-Market (51-1000 emp.) **Reviewed Date:** February 26, 2018 **Describe the project or task Force Management helped with:** The goal is to get our sales org working on a common "language". We wanted our business development team, account executives and customer success to all be using the same underlying methodology to drive consistent value based discussions through a sales and customer life cycle. **What do you like best about Force Management?** Our teams certainly communicate with prospects and customers in a more purposeful value based discussion. **What do you dislike about Force Management?** Given the amount of content that FM delivers, I believe it should either require a longer training schedule or cut down on amt of content in a single day session. There are critical pillars of FM methodology that I believe can be lost or not fully understood when there is so much to cover in such a short time. **Official Response from Rachel Clapp Miller:** > Thank you for sharing your feedback and I'm glad to see your teams are having more buyer-focused conversations. Would love to hear more about your specific delivery and the structure of it. Would you mind sending me an email directly? rclapp@forcemanagement.com Thanks again, Rachel ### 7. I have worked with Force Mgt. to implement various offerings at two different companies. **Rating:** 4.5/5.0 stars **Reviewed by:** David O. | Sr. Director, Worldwide Sales Enablement, Computer & Network Security, Enterprise (> 1000 emp.) **Reviewed Date:** December 13, 2017 **Describe the project or task Force Management helped with:** Complete transformation of sales organization's selling methodology and management operating rhythm. **What do you like best about Force Management?** To my knowledge, Force Mgt. is still the only sales methodology vendor that works with you to specifically align their methodology with a customer's products/services. I.E. - Here's exactly how you sell what you sell with their methods - the Value Framework. **What do you dislike about Force Management?** After some time in the relationship they can get complacent and stop selling the way they teach. ### 8. Director of Sales Enablement **Rating:** 4.5/5.0 stars **Reviewed by:** Jennifer D. | Director, Sales Enablement, Mid-Market (51-1000 emp.) **Reviewed Date:** December 12, 2017 **Describe the project or task Force Management helped with:** We have had an evolving partnership with Force Management. Starting with the launch and adoption efforts with CoM & CoT. With that success we then adopted CoS and CoP. All of which are now ingrained in the way we operate and how we go to market. **What do you like best about Force Management?** CoM (building strong business cases) and CoT (building strong coaches among or management team). **What do you dislike about Force Management?** If I had to choose, I would say that there should be more work with your certified instructors. Would love to continue to learn and grow my skills so that I can better enable the teams. **Recommendations to others considering Force Management:** Highly skilled team that is proficient in every way: content build-out, project management, content expertise, etc. **Official Response from Rachel Clapp Miller:** > Jennifer, Thank you for taking the time to share your review. We appreciate your hard work over the years. We are working to develop more opportunities to network with other certified instructors. Stay tuned! Best, Rachel rclapp@forcemanagement.com ### 9. MEDDIC Convert **Rating:** 5.0/5.0 stars **Reviewed by:** Ron E. | Enterprise Account Executive, Computer Software, Enterprise (> 1000 emp.) **Reviewed Date:** October 26, 2017 **Describe the project or task Force Management helped with:** John Kaplan led our Sales Org through the discovery and enablement of the MEDDIC Value Selling methodology, including Value Cards and Value Menus. **What do you like best about Force Management?** Value Menu/Cards presented simple, repeatable and proven methods that were customizable to our processes. The result was a quick time to value and a methodology that I’ve used in several orgs since. **What do you dislike about Force Management?** It’s hard to find a piece that I dislike, but the simple methods require configuration for an orgs process and value proposition. This takes time away from selling if your org doesn’t subscribe to the methods, but the ROI is quick. **Official Response from Rachel Clapp Miller:** > Ron, thanks for taking the time to share your review. Happy to see the methodology has stayed with you as you've moved into different organizations. Let us know how we can continue to support you. Great selling! - Rachel rclapp@forcemanagement.com ### 10. Grueling process but HIGHLY effective! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Marketing and Advertising | Mid-Market (51-1000 emp.) **Reviewed Date:** December 13, 2017 **Describe the project or task Force Management helped with:** Command of the Message and Command of the Sale **What do you like best about Force Management?** Ray is AMAZING! Also the catch phrase of "No Delta, No Deal!" really drives home the importance of unsurfacing a painpoint that we can actually provide valuable help for. **What do you dislike about Force Management?** It was a TON of setup work before getting to the training sessions. Again, grueling....but by the end completely understood that all of the work really does pay off. **Recommendations to others considering Force Management:** Make sure you coordinate this during a time that you can dedicate significant amount of time and focus to **Official Response from Rachel Clapp Miller:** > Thank you for sharing such great feedback! Many of our customers find there is great reward in the hard work. We appreciate your efforts and I passed your feedback on to Ray. We probably need to get him a "No Delta, No Deal" t-shirt! - Rachel rclapp@forcemanagement.com ### 11. Happy little accidents **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Mid-Market (51-1000 emp.) **Reviewed Date:** November 07, 2017 **Describe the project or task Force Management helped with:** Ubiquitous sales methodology and training that can be used in a variety of ways outside of just direct sales. Great as a problem solving tool broadly, and creates a framework that allows for multiple checks in balances, both in active sales cycles as well as post sale account management and strategy. The things that I learned (and then eventually taught) was a methodical way to organize all of the happy little accidents that I found success with as a sales rep, and boxed them into a package that is logical to follow, and easier to explain than others. **What do you like best about Force Management?** Structure of learning, mindset shift. Natural progression from conceptual understanding of why it is important, to structured thinking and connecting ideas, to immediate execution and playbooks. **What do you dislike about Force Management?** Requires rigorous inspection and follow through with sales leadership, regular updates to messaging as products change or as market direction is adjusted. **Recommendations to others considering Force Management:** Ensure that you have buy in from the top of the organization down to enforce behavior change across the organization. It's easy to let a significant invest stagnate when those at the top aren't adopters of at least the terminology as part of driving your business. **Official Response from Rachel Clapp Miller:** > Thank you for sharing your experience with Force Management. Buy-in from top leadership is indeed critical to adoption and results. We appreciate your taking the time to review us and wish you continued success. -Rachel rclapp@forcemanagement.com ### 12. An entirely new way of structuring an interaction with a prospective customer. **Rating:** 4.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** November 07, 2017 **Describe the project or task Force Management helped with:** Training of a Global Salesforce (350 people) on Force Management methodology. **What do you like best about Force Management?** Excellent, energetic moderator who kept everyone involved and on their toes throughout 2 days of training. Detailed, well-organized materials to accompany the sessions and take away afterwards. A simple but structured methodology for taking control of any Sales interaction and leading it on your own terms, to everyone's benefit. Focused on genuinely creating mutual value rather than persuasion. **What do you dislike about Force Management?** The chart showing the different tasks that needed to be created at different stages of Qualification was very much over-engineered. There were ~ dozen + at every stage, which is just not realistic or practically helpful. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time share your experience with Force Management. We appreciate the kind words about our methodology. I'd love to hear more about the challenges you've had with the qualification tool and how we can improve it. Would you mind sending me an email so we can connect? rclapp@forcemanagement - Rachel ### 13. Amazing training experience **Rating:** 5.0/5.0 stars **Reviewed by:** Alex P. | Manager EMEA - Global Clients TDG, Internet, Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** I don’t leave review often, especially when everything went so well. From command of the message for the commercial organization to the ongoing training with the managers, it was a pleasure working with Force Management team. Our Trainer John was a brilliant speaker and able to keep the room motivated for 2 full days **What do you like best about Force Management?** The 3 days Training was an amazing experience full of take away points and it was easy to apply what we learned immediately **What do you dislike about Force Management?** Some of the content can be difficult to understand if English is not your first language **Official Response from Rachel Clapp Miller:** > Alex, thank you for taking the time to share your experience with Force Management. Thanks, too, for your important feedback on language. We are continually working to improve our deliveries so they translate to everyone in the room. We appreciate that point and will heed it in the future. - Rachel rclapp@forcemanagement.com ### 14. Complex sales with a process and strategy **Rating:** 5.0/5.0 stars **Reviewed by:** Mark T. | Vice President, West & Central US Sales, Computer & Network Security, Mid-Market (51-1000 emp.) **Reviewed Date:** November 16, 2017 **Describe the project or task Force Management helped with:** Workshop on improving sales qualification, building a sales process, and executing a strategy that is impactful. **What do you like best about Force Management?** This process has been built, executed and quantified by thousands of successful business executives and sales teams worldwide. The strategies, methodology and process supports the most complex solutions. Value based solutions vs commodity products. **What do you dislike about Force Management?** There was nothing to dislike, you have to asdjust out of your comfort zone. **Official Response from Rachel Clapp Miller:** > Mark, Thank you for taking the time to review Force Management. We appreciate your continued support and wish you further success. Please stay connected! Rachel rclapp@forcemanagement.com ### 15. Game changing **Rating:** 5.0/5.0 stars **Reviewed by:** Bob R. | Advisor, Marketing and Advertising, Mid-Market (51-1000 emp.) **Reviewed Date:** October 19, 2017 **Describe the project or task Force Management helped with:** company wide COM/COS implementation which spanned across hundreds of employee's and numerous departments. Also used in the same capacity but in a smaller company **What do you like best about Force Management?** A business partner fully aligned with us **What do you dislike about Force Management?** I can honetly not think of a single dislike **Recommendations to others considering Force Management:** Game changing for me. Aligned cross functions, drove common words and meanings throughout both PTC and Catchpoint while delivering on the goals we were out to achieve such as increased deal sizes, shortened cycle length and overall sales rep/organizational productivity. **Official Response from Rachel Clapp Miller:** > Bob, thank you for taking the time to review us. As always, we appreciate your support and wish you continued success. - Rachel rclapp@forcemanagement.com ### 16. Extremely beneficial for standing out against competitors **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** Force management helps your sales team understand a critical aspect of sales. They makes you really understand the customer you are working with and thoroughly went through exercises to help perfect this type of selling. **What do you like best about Force Management?** I liked how organized the training was. **What do you dislike about Force Management?** It is a hard concept to understand when you are first starting out in sales. **Recommendations to others considering Force Management:** It will help you stand out in a saturated market. **Official Response from Rachel Clapp Miller:** > Thank you for sharing your experience working with Force Management. We appreciate your taking the time! -Rachel rclapp@forcemanagement.com ### 17. ForceManagement Review **Rating:** 5.0/5.0 stars **Reviewed by:** Michael E. | Enterprise Account Executive at Qualtrics, Computer Software, Enterprise (> 1000 emp.) **Reviewed Date:** November 07, 2017 **Describe the project or task Force Management helped with:** Helped us have a uniform message and process to sell on value (charge a premium) and to differentiate our services from the competition **What do you like best about Force Management?** Understanding what our value drivers are and how to put together a compelling presentation **What do you dislike about Force Management?** Would have loved to see examples of winning presentations from other companies or ForceManagement themselves. **Recommendations to others considering Force Management:** If you want to scale your B2B salesforce, increase deal size, increase win rate, use these guys. **Official Response from Rachel Clapp Miller:** > Michael, thank you for taking the time to share your experience with Force Management! We do have examples of winning presentations that we’d be happy to share with you. Feel free to email me directly and we can set up a time to connect. I’ll also send you a contact request through G2. Thanks again, Rachel rclapp@forcemanagement.com ### 18. An important element of filling in the gaps **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** February 23, 2018 **Describe the project or task Force Management helped with:** High quality training tailored to the products and services of the company, put in a language that resonates with the customer. **What do you like best about Force Management?** The opportunity to Improvie sales performance and aligning company around consistent messaging. **What do you dislike about Force Management?** It was a challenging process to get alignment by the team, but we got there! **Recommendations to others considering Force Management:** Use the Force. **Official Response from Rachel Clapp Miller:** > Thank you for your feedback! Glad you found value in "using the force" - Rachel rclapp@forcemanagement.com ### 19. Sr. Director **Rating:** 4.5/5.0 stars **Reviewed by:** Ivan G. | President, NextStage, LLC - Inside Sales/Development Management Consulting, Enterprise (> 1000 emp.) **Reviewed Date:** November 12, 2017 **Describe the project or task Force Management helped with:** Training and development of Sales Process, **What do you like best about Force Management?** The personal attention to the project, the relevant and actionable concepts. **What do you dislike about Force Management?** Need more exercises that are relevant to inside sales. **Recommendations to others considering Force Management:** Ask lost of questions, share with them your challenges and goals. Be relevant and involved in the process, also involve your team members. ### 20. Force Management - awesome! **Rating:** 5.0/5.0 stars **Reviewed by:** Ryan R. | Senior Sales and Marketing Analyst, Computer Software, Mid-Market (51-1000 emp.) **Reviewed Date:** October 25, 2017 **Describe the project or task Force Management helped with:** Force Management gave us better sales methodology and control over our deals with great coaching **What do you like best about Force Management?** We really liked how they guided us through the entire process and really took the time to coach our team on the methodology. **What do you dislike about Force Management?** I cannot say anything bad about force management. We had an overall great experience with them! **Recommendations to others considering Force Management:** They are a great team to work with! **Official Response from Rachel Clapp Miller:** > Thanks for your kind words Ryan! We wish you continued success! -Rachel rclapp@forcemanagement.com ### 21. Best sales training I've ever received **Rating:** 5.0/5.0 stars **Reviewed by:** Rob W. | Business Development Manager, Computer & Network Security, Mid-Market (51-1000 emp.) **Reviewed Date:** November 10, 2017 **Describe the project or task Force Management helped with:** I worked with Force Mgmt on three occasions at my last company, and they were instrumental in helping me advance my sales career - in particular, taking control of sales cycles and ruthless qualification. **What do you like best about Force Management?** The training was challenging, informative, and relevant throughout. It established a common vocabulary across all customer-facing positions to ensure consistency in qualification and messaging with pre and post-sales customers. **What do you dislike about Force Management?** I honestly can't think of anything I disliked. **Official Response from Rachel Clapp Miller:** > Thanks Rob for sharing such things about Force Management. We appreciate your support and please continue to stay connected! -Rachel rclapp@forcemanagement.com ### 22. Force Management is the high impact, low risk choice. No nonsense with tons of experience **Rating:** 5.0/5.0 stars **Reviewed by:** John D. | EVP Global Sales, Computer Software, Enterprise (> 1000 emp.) **Reviewed Date:** October 20, 2017 **Describe the project or task Force Management helped with:** We’ve done several engagements over the years as we’ve taken the Qualtrics sales force from 80 to 700+. People. Most recent will be 130 of my sales managers next week in Vegas doing two days of optimizing our operating rhythm and executing leadership training and coaching. **What do you like best about Force Management?** Deep, consistent, proven experience. Along with super high integrity people who really spend the time understanding our business **What do you dislike about Force Management?** They are busy. Plan ahead for your engagement. It won’t be cookie cutter, they need time to dig deep before delivery It’s a good thing. I’m just impatient ;) **Official Response from Rachel Clapp Miller:** > John, Thank you for taking the time to review us and share your experience with Force Management. We wish you continued success and please let us know how we can continue to support you. - Rachel rclapp@forcemanagement.com ### 23. Sales Engineering - Territory and Technical Sales **Rating:** 4.5/5.0 stars **Reviewed by:** Jeff M. | Sales Engineer - Southeast, Mechanical or Industrial Engineering, Enterprise (> 1000 emp.) **Reviewed Date:** November 02, 2017 **Describe the project or task Force Management helped with:** Command of the Message training was completed which provided excellent help in starting to plan territory and develop the overall sales plan. Specifically penetrating customers to make sure we are seeing the appropriate party for our products. **What do you like best about Force Management?** Personal interaction and Dave's involvement with the class along with knowledge of industry that directly correlates to specific sales situations. **What do you dislike about Force Management?** Nothing at all to dislike . Perhaps some summary followup would help implement program down the road. **Official Response from Rachel Clapp Miller:** > Jeff, Thanks for taking the time to share your thoughts on working with us. It's great to hear you found value in the roll-out. We'd be happy to help with some follow-up down the road, just let us know. - Rachel rclapp@forcemanagement.com ### 24. Great Job! **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** February 28, 2018 **Describe the project or task Force Management helped with:** Great help in strategizing on getting to a economic buyer **What do you like best about Force Management?** questions to ask! i LIKE THE STRATEGY OF DIGGING DEEPER. **What do you dislike about Force Management?** NO DISTINCTION BETWEEN SDR MEETINGAS AND INBOUND MEETINGS ### 25. Great Experience and a 'New' way of selling! **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Internet | Mid-Market (51-1000 emp.) **Reviewed Date:** February 23, 2018 **Describe the project or task Force Management helped with:** Reducing the need to discount. Getting to the economic buyer faster. Selling! **What do you like best about Force Management?** Positive Business Outcomes - problem solving. **What do you dislike about Force Management?** no differentation between inbound set meetings and outbound set meetings. **Official Response from Rachel Clapp Miller:** > Thanks for sharing your review! Would love to gather some additional context on the inbound/outbound comment and see if I can help. Please reach out to me directly at rclapp@forcemanagement.com Thanks! Rachel ### 26. Great framework for any sales conversation! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** We used force management training every year at Thinkingphones/Fuze's annual sales kick off event. I have been through other sales trainings such as Sandler Sales training, but I believe Force Management is the way to go. Not only do you learn effective way to phrase questions, but it also outlines an entire framework of how to run an effective conversation. **What do you like best about Force Management?** I like the focus on the customer's current state/negative consequences. It has helped me be more thorough at understanding a customer's business and finding more pain in opportunities. **What do you dislike about Force Management?** There is nothing that I disliked about Force Management's training. Other than the large setting, but that was due to our company not Force. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to review us! The ability to dig deep into negative consequences is often a valuable benefit people gain from our methodologies. We appreciate your kind words! Rachel rclapp@forcemanagement.com ### 27. Selling methodology: Sound & Implementable **Rating:** 4.5/5.0 stars **Reviewed by:** Rick O. | Sales Director - Azure Databricks, North America East, Enterprise (> 1000 emp.) **Reviewed Date:** November 02, 2017 **Describe the project or task Force Management helped with:** Cloudera has embraced the MEDDICC-based "command of message" and "command of sale" methodology as presented by Force Management. **What do you like best about Force Management?** Repeatable process and, as a sales director, I can coach and contribute to progress with field teams **What do you dislike about Force Management?** Our implementation combines some other concepts, and the administration for field teams can sometimes be involved. **Official Response from Rachel Clapp Miller:** > Rick, Thank you for taking the time to share your experience with Force Management. Happy to hear you found our methodology easy to coach to with your field teams. Please let us know how we can continue to support your efforts. Rachel rclapp@forcemanagement.com ### 28. Force Management has been nothing short of amazing. Their simplified approach has helped me results **Rating:** 5.0/5.0 stars **Reviewed by:** Brett H. | Global Key Account Manager, Information Technology and Services, Enterprise (> 1000 emp.) **Reviewed Date:** November 02, 2017 **Describe the project or task Force Management helped with:** Utilize CoM & Force Mantra for Opportunities **What do you like best about Force Management?** Simplified structure, a playbook to help you win and retain the business at hand. **What do you dislike about Force Management?** I have not bad to say about FM - They have been instrumental in growing my career **Official Response from Rachel Clapp Miller:** > Brett, Thank you for taking the time to review us! We appreciate the kind words and are happy to see your success. Please continue to keep in touch with us. - Rachel rclapp@forcemanagement.com ### 29. FM review **Rating:** 3.0/5.0 stars **Reviewed by:** Verified User in Security and Investigations | Mid-Market (51-1000 emp.) **Reviewed Date:** February 26, 2018 **Describe the project or task Force Management helped with:** CoM training & Customer Engagement Model **What do you like best about Force Management?** deal qualification, consistent messaging **What do you dislike about Force Management?** Understanding FM language for new people ### 30. Fantastic Experience! **Rating:** 5.0/5.0 stars **Reviewed by:** Alin S. | President, Computer & Network Security, Mid-Market (51-1000 emp.) **Reviewed Date:** October 26, 2017 **Describe the project or task Force Management helped with:** Force Management was instrumental in providing a repeatable framework for sales effectiveness and measurement. **What do you like best about Force Management?** The Force Management team and how they interacted with our sales team. **What do you dislike about Force Management?** Really not much to dislike. Force Management is extremely professional and customized their framework to us. **Recommendations to others considering Force Management:** Highly recommended! Great People! **Official Response from Rachel Clapp Miller:** > Thank you Alin for sharing your review! We appreciate your kind words and wish you continued success. Please reach out if there's anything additional we can do to help. - Rachel rclapp@forcemanagement.com ### 31. Incredibly well done sales and leadership training program **Rating:** 5.0/5.0 stars **Reviewed by:** Daniel W. | Senior Director (Sales and Operations, Global), Computer Software, Enterprise (> 1000 emp.) **Reviewed Date:** November 07, 2017 **Describe the project or task Force Management helped with:** We have engaged with Force Management twice now. Once for their Command of the Message Training and the second for a Pure Leadership training. They build several frameworks for us that are easy to implement and got a lot of excitement across the team. **What do you like best about Force Management?** There were so many frameworks that are easy to understand and use. **What do you dislike about Force Management?** I do not have anything that I do not like about this org. **Official Response from Rachel Clapp Miller:** > Thanks Daniel for sharing your experience with Force Management! Happy to hear you found the frameworks easy to use in your sales conversations. We work hard to make sure that is the case. We wish you continued success Rachel rclapp@forcemanagement.com ### 32. Good Anchor to the Process **Rating:** 4.0/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** Establish a process for training a best class sales team **What do you like best about Force Management?** David was fantastic. He is a master at this game. **What do you dislike about Force Management?** There is a risk that the materials get diluted at this speed **Recommendations to others considering Force Management:** Have a distinct set of goals Make sure all key management is available Don't dilute messages due to time pressure **Official Response from Rachel Clapp Miller:** > We appreciate your review! Thanks for taking the time and for your feedback. Rachel rclapp@forcemanagement.com ### 33. incredibly useful experience **Rating:** 5.0/5.0 stars **Reviewed by:** Sarah B. | Director EMEA, Information Technology and Services, Mid-Market (51-1000 emp.) **Reviewed Date:** November 02, 2017 **Describe the project or task Force Management helped with:** Alignment and development of our Sales team. **What do you like best about Force Management?** Practical and interactive, very engaging **What do you dislike about Force Management?** nothing, It's the best training experience **Recommendations to others considering Force Management:** really great for alignment and sharing a common language and goal **Official Response from Rachel Clapp Miller:** > Sarah, thanks for taking the time to review Force Management. We appreciate your support and wish you continued success. - Rachel rclapp@forcemanagement.com ### 34. Awesome experience - best training for enterprise sales **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Information Services | Mid-Market (51-1000 emp.) **Reviewed Date:** November 08, 2017 **Describe the project or task Force Management helped with:** Was fortunate to partake in Force Management training Command of the Message and Command of the Plan Training with John Kaplan while at Bazaarvoice in 2014. This training overall gave an very structured and actionable play book for high value selling. I still keep the references years on and believe that they will always be my go to when reviewing the fundamentals. **What do you like best about Force Management?** John Kaplan is one of the most engaging and inspirational trainers I have worked with. What we do matters and who is doing this!? **What do you dislike about Force Management?** Difficult to pinpoint this, but perhaps a John Kaplan podcast would be a great addition, from a motivational perspective would be good to have audio takeaways to review. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to share your thoughts on Force Management and your work with John Kaplan. We do have a podcast that often features conversations with John. You can find them on SoundCloud and iTunes. We also have a page on our website that links to them here https://www.forcemanagement.com/podcasts If there's a specific topic you'd like us to cover, please feel free to reach out to me directly at rclapp@forcemanagement.com. I'll get it on the calendar! Thanks, Rachel ### 35. Great approach to sales development **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Marketing and Advertising | Mid-Market (51-1000 emp.) **Reviewed Date:** October 26, 2017 **Describe the project or task Force Management helped with:** Force management was particularly helpful in streamlining the process behind the sale. If you stick to the approach, and do not deviate, it's a proven methodlogy that clearly helps close more opportunities. **What do you like best about Force Management?** There is always something of value you can be working on, and there is quite a bit of practice required for mastery. **What do you dislike about Force Management?** There is a line between the eductional process and reality. It's important to remain flexible and do not deviate from what makes you a unique sales rep, while incorporating the value of Force Management. **Official Response from Rachel Clapp Miller:** > Thank you for sharing your thoughts on Force Management. Kudos to you for using our methodology as a guide, while preserving what makes you unique as a salesperson. That's the secret to success! -Rachel rclapp@forcemanagement.com ### 36. Force Management is a force to be reckoned with! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Internet | Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** Force Management delivered Command of the Message/Sale/Plan to my organization **What do you like best about Force Management?** The staff was incredible and the delivery was very impactful **What do you dislike about Force Management?** The content can feel a bit dense at times, and hard to absorb, but the more practice we had, the easier it got! **Official Response from Rachel Clapp Miller:** > Thank you for sharing such a great review of our services. Glad you found it to be full of impact. It definitely takes people out of their comfort zones, but they typically see great results by going through the effort. I'm pleased to see that was the case for you! Great selling, Rachel rclapp@forcemanagement.com ### 37. Phenomenal, Professional Training!!! **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Marketing and Advertising | Mid-Market (51-1000 emp.) **Reviewed Date:** December 13, 2017 **Describe the project or task Force Management helped with:** End-to-end sales training and enablement program **What do you like best about Force Management?** Focused, outcome-oriented, professional, relevant, engaging materials, process and consultants **What do you dislike about Force Management?** No issues to note - might have added another day of hands on training to give team more time with Force Management **Official Response from Rachel Clapp Miller:** > Thank you for your review. We appreciate your kind words. We are happy to come back at any time! You may find subscribing to our blogs and podcasts helpful, as we update that content regularly. People often find it's a great supplement to our training. https://www.forcemanagement.com/seller-blog https://www.forcemanagement.com/blog https://www.forcemanagement.com/podcasts - Rachel rclapp@forcemanagement.com ### 38. Opened my eyes **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Marketing and Advertising | Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** Taught us command of the message and how to use MEDDPICC **What do you like best about Force Management?** Developing the products along the way. It helped us to understand what the products would actually do. **What do you dislike about Force Management?** Slides are so 1990s. There are much better way to facilitate knowledge delivery **Official Response from Rachel Clapp Miller:** > Thank you for sharing your thoughts about working with Force Management. I will pass along your points about the PowerPoint slides to our delivery team. We are continually changing them, so thank you for that important feedback. We appreciate your taking the time. - Rachel rclapp@forcemanagement.com ### 39. Professional team helping our organization put together materials for transformation change. **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** The Force Management team is helping our organization revise our value messaging, sales process, and forecasting. **What do you like best about Force Management?** The focus on making materials sales consumable and useful for a broad range of reps and managers. **What do you dislike about Force Management?** At the current moment, there is nothing to state as unsatisfactory. ### 40. Great course for any level of Sales professional **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Security and Investigations | Mid-Market (51-1000 emp.) **Reviewed Date:** November 02, 2017 **Describe the project or task Force Management helped with:** Concise program that forces you to rethink how you are selling. **What do you like best about Force Management?** The multi media, in person, Web POD Casts, Web tests and personal coaching sessions bring this entire program together. **What do you dislike about Force Management?** Change! Program will force you out of your comfort zone but 12 weeks after the start of the process I can see the difference it is making. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to share your thoughts about working with us. Happy to see you are seeing results! Please reach out to me if there's a topic you would like us to cover in an upcoming podcast or video. -Rachel rclapp@forcemanagement.com ### 41. Force has been huge help to our sales teams with establishing a method to the madness. **Rating:** 5.0/5.0 stars **Reviewed by:** Verified User in Computer Software | Mid-Market (51-1000 emp.) **Reviewed Date:** December 11, 2017 **Describe the project or task Force Management helped with:** They helped to re-write our playbook and define differentiators. **What do you like best about Force Management?** The structure and flow of the sales process. **What do you dislike about Force Management?** Not much, could be more positioned for inside sales. **Official Response from Rachel Clapp Miller:** > Thanks for taking the time to review Force Management. Indeed, we pride ourselves in establishing a method to the madness! Great selling, Rachel rclapp@forcemanagement.com ### 42. Command of the Message & Command of the Sale **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Computer Software | Enterprise (> 1000 emp.) **Reviewed Date:** October 26, 2017 **Describe the project or task Force Management helped with:** Facilitated a bootcamp style training on CoM & CoS methodology and follow up training for leadership **What do you like best about Force Management?** The delivery of the training was highly engaging. **What do you dislike about Force Management?** Although the content, trainers and and experience was fantastic - in practice it was difficult to drive immediate ROI. **Official Response from Rachel Clapp Miller:** > Thank you for taking the time to review your experience with Force Management. I’d love to hear more about the challenges you had driving an immediate ROI and determine how we can help in your current company and/or in future roll-outs. Would you mind emailing me directly at rclapp@forcemanagement.com? I’d like to connect and learn more. Thanks again, Rachel ### 43. great simple instruction **Rating:** 4.5/5.0 stars **Reviewed by:** Verified User in Information Technology and Services | Enterprise (> 1000 emp.) **Reviewed Date:** October 25, 2017 **Describe the project or task Force Management helped with:** I was with TEK and they taught a handful of people in sales different strategies. it was great **What do you like best about Force Management?** IT was a quick class and to the point. i enjoyed John. **What do you dislike about Force Management?** none, i would recommend this company to other staffing companies **Official Response from Rachel Clapp Miller:** > Thanks for taking the time to share your thoughts! We appreciate the recommendation. Great selling, Rachel rclapp@forcemanagement.com ## Force Management Discussions - [What's your approach to adoption and reinforcement?](https://www.g2.com/discussions/client-engagements-6ce9e59d-edfc-4f12-9cc5-c1416c8a4c6a) - 1 comment, 1 upvote - [How do you measure success of an engagement?](https://www.g2.com/discussions/client-engagements-8edbf9e1-e5d7-4ef5-9703-b646bb0f0633) - 1 comment, 1 upvote - [What is your engagement process?](https://www.g2.com/discussions/client-engagements) - 1 comment, 1 upvote - [How are your facilitators trained?](https://www.g2.com/discussions/about-force-management-41be7cb3-6fad-4615-96a3-ae7e96ba4fb2) - 1 comment, 1 upvote - [Who are your customers?](https://www.g2.com/discussions/about-force-management-3d00fd92-71cf-4bee-9cc1-9b32f26d7305) - 1 comment, 1 upvote - [View Force Management pricing details and edition comparison](https://www.g2.com/products/force-management/reviews?page=2§ion=pricing&secure%5Bexpires_at%5D=2026-05-30+08%3A07%3A56+-0500&secure%5Bsession_id%5D=1fb45262-a9b6-4db1-a67c-db959259fde5&secure%5Btoken%5D=16f2a38057ec101e824783b5f67773f79a3b5155bfb7ccc09e20ff7c54808eea&format=llm_user) ## Force Management Features **Planning** - Needs Assessment - Resource Allocation - Stayed within Budget - Statement of Work - Best Practices **Delivery** - Technical Expertise - Met Deadlines - Meeting Management - Project Updates - Scope Management - Roll-out **Team Quality** - Change Management Skills - Executive Presence - Vertical Expertise - Technology Partnerships ## Top Force Management Alternatives - [Winning by Design](https://www.g2.com/products/winning-by-design/reviews) - 4.8/5.0 (761 reviews) - [Sandler](https://www.g2.com/products/sandler/reviews) - 4.8/5.0 (108 reviews) - [JB Sales](https://www.g2.com/products/jb-sales/reviews) - 4.8/5.0 (409 reviews)