Helping You Understand Your Investment

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You know what's working and you know what isn't. Fix what you need to and maximize your sales initiative dollars.

If you know the challenges you want to solve and you need a partner to do it, it's likely time for a chat. Fill out the short form and we will be in touch. If you want a little more context around costs, keep reading below.

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    Determine Current State

    If you’re looking to hire some outside help to improve your sales numbers, there are a lot of consultants, companies and methodologies out there to help. So many in fact, it can be a little overwhelming to determine the right solution for your business, your type of sales process, your buyers and your sales teams.

    You may be asking yourself questions like:

    • What are the ways I can differentiate the multitude of solutions in the marketplace?
    • When is the right time for me to take on a transformation initiative as opposed to simple skills training?
    • How do I know if I need $200K to solve the problem or just $50K?
    • What are the keys things I can do as a leader to set myself up for success?

    It’s tough to say exactly how much a sales initiative costs because there are several factors that contribute to increasing the investment and several that will lower the cost. It’s all in what you need as an organization. Even if it’s the top-dollar investment, if it’s not what your organization needs, it’s going to be money-wasted.

    Analyze Your Current State

    What are you currently experiencing that is causing the need for additional resources to improve your sales team? Here are a few that typically create the need for an outside partner.

    • Need to hire more people quickly
    • Sales reps not getting high enough in customer conversations
    • Loss of too many deals late in the sales cycle
    • Resorting to selling on price rather than value
    • Can’t accurately predict revenue
    • Aggressive growth goals

    When you identify the problems you’re trying to fix, it will become much easier for you to nail down your solution. Whether you hire an outside consultant or determine to undergo the initiative internally, it will be much easier to lead the initiative if you have a clear understanding of what problems you are trying to solve.

    Select Desired Outcome

    Launching a sales initiative also requires a keen focus on what you want to achieve. Do you need a X% in first calls? Do you need time-to- productivity cut in half? Do you need to reduce churn by 10%?

    Make a bulleted list of your desired outcomes and the metrics you are going to use to measure success. Defining these in advance will help you determine the solution that’s right for you.

    • Average Deal Size
    • Annual Contract Value
    • MRR/ARR
    • Customer Retention
    • Seller Ramp-Up Time
    • Increase in Pipeline
    • Margin
    • Average sales cycle
    • Win rates
    • Pipeline health
    • Revenue forecasting accuracy
    • Time to productivity
    • Revenue per sales rep
    • Cost of sales
    • Quota attainment

    Assess Internal Alignment

    At times, it’s relatively easy to say we need our reps getting higher in prospect organizations, but it’s a bit more difficult to assess the reason why they may not be having those conversations. Are your marketing messages speaking to the C-suite? Are your salespeople bringing in product engineers too early in the conversation?

    Organizations that succeed with sales transformation are able to align a company, cross-functionally, with executing the business strategy at the point of sale. A quick way to determine the alignment of your company is to ask key leaders these four essential questions:

    • What problems do you solve?
    • How specifically do you solve those problem?
    • How do you do it differently or better than the competition?
    • What’s your proof?

    If you get consistent responses, you likely have the alignment necessary to truly enable your reps. If the answers are diverse, you likely need a solution that’s going to first align your company with the what, and then take on providing your reps with the how.

    Set a Budget

    Once you determine your key inputs, then you’re likely ready to determine a budget. A sales consulting initiative can be wide ranging. Yes, we know that sounds like a canned answer, but really. It can range from 50K all the way up to 1M+. It’s all about the size of your company, your sales team and how big the problem you’re trying to solve is. The cost question is a bit difficult to answer without knowing your specific inputs to the engagement. However, we came up with an input table to help you determine the critical levers that can influence the cost up or down.

    What Do I Look for in a Partner?

    A true sales transformation partner will help you build on your best practices, determine opportunities that will create the greatest impact and help you drive adoption and alignment throughout your organization. When you consider working with an outside company, remember that you’re looking for true business partner. You don’t want a partner who comes in to “rip and replace.” You know your company best. Keep what’s working, change what isn’t.

    Here are some questions to help you assess the partner that’s right for you:

    • How will this partner ensure continued success of its methodology?
    • How does this partner differentiate themselves from its competitors?
    • What is the value this partner provides over other potential partners?
    • Does this partner’s past work demonstrate future success?
    • What tangible evidence can this partner provide of its success?

    Our Case Studies

    Quality Investment

    1280px-Rubrik_Logo
    "I would make the Force Management investment every day. The reason for that is because the ROI is so clean. Rubrik is executing and rolling out a culture of learning and seeing people grow. Our collaboration with Force has been a big piece of that.”

    Brian McCarthy, CRO, Rubrik

    Accelerated Growth

    Veracodelogo
    "I don’t think of it as a sales methodology. I think of it as a business methodology for pursuing the top line across the company.”

    Bob Brennan, CEO, CA Veracode

    Read the Full Case Study

    Clear ROI

    sysdig
    “I think what Command of the Message forced us to do was to step back and think about the customer's experience much more diligently. Looking at where we are now, the ROI is very clear."

    Keegan Riley, CRO, Sysdig

    Read the Full Case Study

      This Isn’t Your Average Sales Initiative

      You know your organization. You know what’s working and what isn’t. It’s likely your challenges are the same ones we’ve helped countless of other leaders fix permanently.

      Are you ready for a conversation? Fill out the form and we'll be in touch.