Home Command of the Sale

Command of the Sale is a sales methodology from Force Management that empowers sales teams to take complete control of the sales process.
This approach integrates the MEDDICC framework to focus on lead qualification and management from initial contact to deal closure.
This methodology defines clear accountability within the salesforce, ensuring everyone knows their role and masters the hand-off to the next department.
This clarity creates a more consistent approach, with everyone speaking the same language when qualifying a deal and advancing it through each stage of the sales process.

• Using MEDDICC, sales reps ask targeted questions to uncover customer needs, align solutions, and address objections early.
• This helps improve deal velocity, as everyone understands what’s required to move a deal forward.
• Companies adopting this methodology often experience shorter sales cycles, higher conversion rates, and more accurate revenue projections, ultimately driving successful sales.

• Emphasises control and structure in the sales process
• Encourages accountability and performance tracking

• Requires strong sales discipline
• May not allow for flexibility in different sales scenarios