Force Management

64% increase in deal size. 115% growth in ARR. $3.2B valuation. These are real results, and your SKO could drive them. See how

A C-Suite Conversation on Driving Sales Growth and Higher Valuation

Command of the Message gave your team the language to sell value. But the environment they're selling it in keeps getting more complex. Today's sales teams have to navigate buyer signals, hidden buying committees, governance terms, risk management, market noise and new buying processes that are still being developed. All while adapting to using new AI tools and agents in their own sales cycles, to varying degrees of success. Command of the Sale turns your value message into a repeatable motion, built for how deals actually move today. It's the discipline layer that gets your teams, tools and processes working in sync, turning siloed operations into a predictable revenue system. The message is what you say in the meeting. Command of the Sale ensures it's the right meeting, at the right time, with the right people — every time. Discover how the new #CommandOfTheSale is transforming revenue engines: https://lnkd.in/e8wCzVqC/?utm_campaign=Q4CommandoftheSale2026-FMPost&utm_source=linkedin&utm_medium=paid&utm_id=1242141983&hsa_acc=503170980&hsa_cam=1242141983&hsa_grp=897426533&hsa_ad=1594481313&hsa_net=linkedin&hsa_ver=3

Sales has changed a lot since I founded Force Management with Grant Wilson in 2003. This was before the subscription boom, consumption pricing, PLG models…and we spent 90% of our time on the road. When we created Command of the Sale 23 years ago, the tools we used were different, but the fundamentals of great sales execution were the same. Now sales teams have access to ten thousand times the information and technology to reach buyers. With great power comes great responsibility. The responsibility of today’s revenue leaders is managing the flow, context and usage of massive amounts of data and intelligence to and from their sales team. Making the right things visible at the right time, managing accuracy, ensuring people know how to use the extremely powerful tools they have at their fingertips. It’s no small task, and that’s why Command of the Sale has evolved to address that growing complexity. Every part of CoS — message, qualification, required capabilities, differentiation, proof, mapping influence, manager operating rhythm, and now Revenue Workflow Optimization — is designed to distill your sea of inputs into what truly matters: communicating and creating value. It’s what won decades ago and it’s what wins today. That part hasn’t changed. I’ve seen it, and so have our nearly 200 customers who reached $1B+ valuation. Your revenue system is unpredictable because it’s overwhelmed with data, signals, tools and individual players. They’re all critically powerful — but only when they’re moving in one forward motion. Command of the Sale 2.0 creates order out of that chaos. I’m fired up about how this new and improved version of CoS will transform our customers’ revenue engines. Reach out if you’d like to discuss. https://hubs.li/Q04BQZ0M0 #CommandOfTheSale #SalesEnablement #SalesProcess #BeElite

Creating the next tech 🦄 unicorn 🦄 is no easy proposition. It takes many things coming together at the right moment in time, all while executing with precision in every dimension of GTM. As a revenue leader, planning for 2027 will be key, and this is what I’m recommending every CRO do right now to be ready: 🛑 I'd stop planning what the number will be, first. Almost every 2027 planning cycle starts the same way: a target gets set (sometimes arbitrarily), a headcount model gets built to support it, and somewhere in Q2 someone finally realizes that the system underneath the number cannot actually hit the mark. By then you’ve missed out on major revenue opportunities that you cannot capture. So here's what I'd get focused on right now instead: ➡️ Auditing my GTM system and getting real about what needs to change to make the 2027 number happen. Here’s what that looks like: 1️⃣ I'd go ask your sellers one simple question. "What business problem do we solve, how do we solve it, and why does it matter?" Ask your team that question this week. If you have 100 sellers and you get at least 100 different answers, you don't have a pipeline problem, you have an alignment problem, and it's already baked into your 2027 plan. 2️⃣ I'd move the goalpost past new logos and get serious about renewals and expansion. Sales and revenue aren't the same thing. Hitting your sales target won't save you if you're churning faster than you're closing. The CRO owns the full value thread, not just the sales number, and your key to success in the year ahead needs to focus on the entire revenue operating system. 3️⃣ I'd fix the fundamentals before I touch AI. AI is an accelerant, not a solution. Point it at a GTM system where nobody agrees on what "qualified" means, and you don't get a better process, you get a louder and faster version of the same broken system. Fix alignment first. 4️⃣ I'd rethink what the “kickoff" is actually for and what value it creates for your teams. It's why the top revenue leaders I'm meeting with are shifting from traditional SKO events to what I call a Revenue Bootcamp: less an event, more of an on-ramp to a system the team lives inside all year, in every customer conversation, business case, forecast call, deal review, QBR. 5️⃣ I'd build the roadmap, not just the target. Prioritize your alignment gaps like a product roadmap: effort, cost, timeline, complexity, impact. Most transformations I've run play out over three to five years. That's a reason to start now, not wait. None of this is complicated. It's just not easy to do while you're already flying at 35,000 feet trying to close the number this year. The teams walking into 2027 where everybody gives the same answer to what we do and why it matters are going to out-execute the teams that just bought more tools. If this resonates, drop me a DM or comment below. I’d be happy to share what we’re seeing work for revenue teams right now. Good selling!! 🚀

Your sales kickoff sets the tone for the year. Make it a win. See how partnering with Force Management can accelerate your goals.