How to Create Sales Momentum in Your Business

September 8, 2020

Mark Jamnik

Once you have your goals set and you have your targets in line, the next step is to think and act in alignment with them. This means that you want to have a path you can follow to get from one step to the next smoothly and with as little trouble as possible. Once enough steps are put in place to create activity, and the activity is seeing progress, you create momentum. The idea of how to create momentum is something you must wrap your head around in order to move forward.

Momentum is created after enough activity is in place to start achieving progress towards a goal. Momentum continues by making progress towards the goals and progress occurs through hitting benchmarks. Each benchmark achieved creates momentum towards attaining your goals.

How to Create Sales Momentum

Momentum toward achieving a goal occurs through consistency. The equation for how to create momentum is simple:

Consistency + Specific Actions = Achievement of Goals

Progress offers feedback and allows you to build the proper momentum to achieve a specific goal. So:

Achievement of Goals + Feedback = Momentum
Momentum comes from progress and progress will keep you moving and offer feedback to make sure you are on track to hit the specific goal. With consistency, simple daily progress becomes a momentous achievement. Newton’s ‘Law of Motion’ states: “an object at rest tends to remain at rest unless acted on by an unbalanced force…” The unbalanced force, in your case, will be any action towards achieving a specific sales success goal. The initial goal setting coupled with consistent action leads to progress and builds momentum and eventually leads to success.

Momentum Already in Play

All companies and salespeople have the initial goal of finding a market for their product or offering. Successful companies and sales associates took the proper steps to prospect, meet, and present so that eventually the initial sale occurred. After that initial sale, another sale was made and enough progress was made to keep building momentum until the company or your list evolved into its current state. Think back to your first sale and then think about where you are now. How did you get there? It didn’t go immediately from that amount to what you are doing now without some sort of momentum. Momentum occurs both positively and negatively, so if you are looking at what it used to do and what it is doing now, you might need to shift the momentum back with consistency + specific actions.

Start Gaining Momentum Soon

Focus your efforts into one of the many different activities that drive sales, making new calls or new connection requests on LinkedIn, sending new emails to people you met at events, following up on past leads, etc. Set a goal for one aspect of sales this month. Make a goal that stretches you and one that you can break down into smaller steps. E.g. If you are making new connection requests and you want to reach out to 200 new contacts, you need to make an average of 10 contacts a day.

Once you’ve done that for a week or so, start setting a bigger scope:

Consistency: Set aside a small amount of time each day to build the momentum in one aspect of your sales goal.
Specific Action: Make at least ten new contacts each day. Over time, that will be over 200 new calls over the month (~20 working days/month).
Track your progress of connections made and add value based on something you find most customers value from your agency. Leave a comment below if you need help with finding ways to add value.

Start Gaining Sales Momentum Now

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