Much can be said about attitude, planning, scheduling, etc. However, I believe that momentum is the single most important factor in whether or not I will reach my personal and professional goals each year. Momentum is defined as a “strength or force gained by motion or through the development of events.”
Ironically, there does seem to be a “strength or force” at work when momentum is reached. It’s that feeling when time begins to fly by, weeks feel shorter, and appointments seem to schedule themselves. There is little stress or tiredness, because things are in a groove. Momentum has provided you with an enhanced state of mind, more focus in meetings, and a sense of comfort in asking for the business. Smaller deals close quicker and bigger deals seem to find your desk.
For those like me who are in a long-cycle selling process, my tip for reaching momentum is to partner up with someone in your business that can hold you accountable to your goals and help keep you on track. There are 101 reasons why people do not want/need your products or solutions in this economy. Having a partner can keep you fresh, shares in the workload, and provides a safe environment for constructive criticism to modify best practices.
In my business, the one who hears the most no’s, typically has also heard the most yeses! Some of those no’s take up a great deal of time and can much more easily be forgotten or pushed to a later date with the support of a partner in the deal. Getting caught up in these situations can get you off track and just as easily flip momentum against you. So, team up… and stay on the positive side of momentum. That’s where the money is!