Momentum

Momentum occurs when several factors combine to move in a positive direction towards an objective.  This is my own personal definition, now let's see what the dictionary says:  "force or speed of movement; impetus, as of a physical object or course of events."  Not too far off, specific to the course of events. 

In sales we have the opportunity to create and win with momentum.  The keys to this are, in order:  create the opportunity, identify building blocks, assign tasks, execute the game plan, follow through, and finish.  The one that we miss the most often is the second key............identify building blocks.  Our sales building blocks can come in many forms, such as:  pre-existing relationships that can contribute toward your efforts, past success stories, six-degrees of separation, neglect of a competitor, right place at the right time, and innovation..........to name a few.

Momentum begins to build once we are able to identify the combination of building blocks related to your specific opportunity.  What separates the bad, the good, and the best..........is the ability to assign tasks within your team that will best exploit the building blocks in which you've been presented.  The wrong person on the wrong task will kill your momentum.  Once your game plan is in place, the last three keys are the gimme's for any seasoned sales person.  Momentum will carry you through at this point, and all factors will meet at the finish line...........hopefully in victory.  It's important to understand that this approach does not guarantee victory, it only guarantee's that you are putting yourself in the best position to be victorious.  If victory is achieved, another building block has been established, and momentum continues.

Momentum comes in spurts, and only lasts for a short period of time.  The sooner you recognize it and the longer you sustain it, the more victorious you will be.

**  I find it sad that Starbucks is my comfort zone.  No matter what city I'm in, or what culture I'm trying to adjust to, I can find my peace and comfort at the Starbucks on any random corner.  I'm not proud of this by the way.