Command of the Sale: control deal mechanics, procurement processes, and competitive dynamics. Win complex enterprise deals with a proven playbook.
Overview
Command of the Sale extends MEDDPICC with a disciplined approach to deal management. It ensures sellers maintain control of complex deals by systematically addressing every element of the buying process.
Origin
Developed by Force Management as the deal management companion to Command of the Message.
Core Principles
Deal Qualification Rigour. Use MEDDPICC to qualify every opportunity against objective criteria.
Process Control. Define and control the steps needed to get from first meeting to close.
Competitive Positioning. Proactively position against competition at every stage.
How to Apply Command of the Sale (MEDDICC) Step by Step
1. Qualify with MEDDPICC. Score every deal on Metrics, Economic Buyer, Decision Criteria/Process, Paper Process, Identified Pain, Champion, and Competition.
2. Define Compelling Event. Identify the hard deadline or consequence driving urgency.
3. Build a Close Plan. Create a mutual action plan with the buyer that leads to a signed contract.
4. Address Competition Head-On. Understand competitor positioning and create traps.
5. Forecast with Confidence. Only forecast deals that score above threshold on MEDDPICC.
Best For
Enterprise software sales
Deals over $250k
Competitive displacement
Teams needing forecast accuracy
Case Study
Scenario: Enterprise SaaS company with 35% forecast accuracy.
Approach: Implemented Command of the Sale with mandatory MEDDPICC scoring.
Result: Forecast accuracy improved to 78% and pipeline quality increased significantly.
Pro Tips
A Mutual Close Plan is not YOUR timeline — it's a SHARED document with the buyer that both parties commit to following.
Competitive traps are set during the Decision Criteria phase. Embed criteria that favour your unique strengths.
Forecast only deals that score 7+ on MEDDPICC. Anything below is 'pipeline,' not 'forecast.' Discipline here builds credibility.
The Compelling Event must be the BUYER'S deadline, not yours. 'End of quarter' is your compelling event. 'Regulatory audit in March' is theirs.
Common Mistakes
Forecasting deals without completing MEDDPICC. This is the single biggest source of forecast inaccuracy.
Creating a close plan without buyer agreement. If they haven't committed to milestones, it's a wish list, not a plan.
Ignoring competition because you're 'the preferred vendor.' Competition includes status quo and internal solutions.
Not identifying the compelling event. Without it, deals slip quarter after quarter.