Motivation dominates sales and selling cultures. A quick search in my inbox for the word “motivation” delivers hundreds of results. I’ve been in sales and sales management my entire career and this inbox goes back to the late 2000s, so it’s a decent barometer. On the other hand, when I search for the word “momentum,” there are fewer instances. Most of them are e-mails or newsletters or commentary from me. This makes sense, because I’ve been obsessed with the idea that we in the sales profession should be spending less time and effort working on motivating our salespeople and more time thinking about building and maintaining our salespeople’s momentum (see Figure I.1).
When talking about this concept with executives and sales leaders, ...
Get The Sales Momentum Mindset now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
