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Sales pros thrive on momentum. They crave fresh thinking and alternate ideas that are smart, simple and immediately actionable to progress their sales.


Numerous books have been written on the subject of motivation.

An entire industry thrives on the concept of offering sales teams elaborate incentives to drive superhero performance resulting in higher revenues and profits.

But I want to share an important observation.

Momentum motivates salespeople. Let me say this again.

Momentum motivates salespeople.

For example:

*Armed with a fresh approach, Erin immediately repositioned the content of her proposal to outsell a large competitor, win the deal, and receive accolades from her new client. Not only was she motivated to repeat this smarter approach, but she also shared her results with colleagues, rippling momentum across her organization.

*Lisa left a training session eager to put new thinking and fresh ideas into action. An immediate shift in her approach to her client presentations resulted in a major international win. This momentum has inspired her to continue honing her technique to accelerate similar big results.
*Alex’s redefinition of sales “curiosity” helped her win over a difficult client in spite of a vendor’s stale approach that almost shut the deal down.
The impact of this win against difficult odds has given her the momentum to continue developing her curiosity muscle to acquire more new sales.

When a sales pro sees progress towards important goals, he or she gains the motivation to do more.

And, given their competitive nature, when sales pros observe their peers achieving big results, they want to follow their example.

Demotivation is a direct result of a lack of momentum.

“What’s the point of sending out prospecting messages when no-one responds?”

“I’ve pitched five new clients this month and lost to a lower-priced competitor every time. Why put in the effort?”

“After months communicating with a prospect, she has dropped into the black hole. What a waste of my time.”

Sales pros thrive on momentum. They crave fresh thinking and alternate ideas that are smart, simple and immediately actionable to progress their sales.

In other words, this renewed thinking motivates them to act.

About the author

Jill Harrington

Jill Harrington

For over twenty years, Jill Harrington was a globally respected sales leader and executive…

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