What is the fuel that drives your sales team? Did you ever ask them?
Perhaps it’s money, success, recognition, or satisfying their customers.
Whatever drives them, it is a big factor in their ongoing momentum. Best-selling author and speaker, Darren Hardy talks about “momentum” in his book, The Compound Effect. He likes to call it BIG MO. As Hardy suggests, “Big Mo is, without a doubt, one of the most powerful and enigmatic forces of success. You can’t see or feel Mo, but you know when you’ve got it.”
Like a great cup of coffee, Big Mo can give you a buzz and energy that can drive you through the entire day, week, month, or quarter.
The key to Big Mo as I see it, is to never lift your foot off the pedal. When times are great for your sales team, have them understand why they are successful and keep doing what is working. When times are tough and sales are slow, reflect on what worked in the past and get back to the basics. They may have to kick start their momentum, especially if they aren’t moving.
Within our business at X5 Management, we work with many businesses and sales professionals and we have observed that some have BIG MO way more often than others. Why is that? Momentum in anything we do is all about habits, consistency, discipline and a genuine desire to accomplish something specific. (i.e. Sales goals, revenue targets, etc.) Think of a well-conditioned athlete. They wouldn’t work out and exercise for a few days and then blow it on bad eating habits that negate everything that they have been working on, or stop working out.
“Some” sales professionals actually stop doing what has brought them success in the past! Sales momentum is much the same. Keep up with consistent habits that produce results, and minimize the habits and routines that don’t add value. These small, but potentially valuable habits will help with momentum.
“Commitment is doing the thing you said you were going to do, long after the mood you said it in has left you.” – Darren Hardy