Momentum in sales and sports is a strange phenomenon. Most ‘players’ don’t realize it exists until it slows, stutters and grinds to a halt. Then everyone gets excited, but they don’t seem to recognize momentum has a life of its own. They don’t appreciate that there are things that both enhance momentum and kill it. In this article we’re going to discuss momentum killers for salespeople and organizations.
In sports, all sorts of issues are blamed when teams suddenly stop winning. Winning pitchers who can’t throw a strike or super basketball players who can’t shoot are common when they lose their mojo (another word for momentum). For salespeople and sales managers, few understand the Prime Directive of Sales Management: Enhance Sales Momentum (Never Interrupt It).
Sales momentum isn’t about sales skills. It’s measured as a product of its mass and velocity of your sales efforts. The greater the velocity,