How do you achieve increasingly greater results in shorter periods of time? .............  Momentum.

What is momentum? The American Heritage Dictionary defines it as "The product of a body's mass and linear velocity; the force of motion." When you put things in motion, whether it's whacking a tennis ball with the racquet or starting a business project, you create momentum. How much momentum you create often determines your ultimate success.

When you learn to play tennis, you go through stages. Your initial concern is just to hit the ball across the net. Eventually, you learn to position your shots on the opponent's court. But, if your opponent can get to the ball in time to return it, you haven't gained any advantage.

You need momentum. -- Since you can't increase the mass of the tennis ball, the alternative is to increase its velocity; hit it harder. If the ball gets to the corner of your opponent's court before he does, you earn the point. Earn enough points and you win the game.

When you begin a sales project or set out to accomplish a sales goal, you also go through learning stages as you develop your skill. Eventually, you realize predictable results; you developed some momentum.

But, are you increasing your momentum? Are you putting more speed on the ball? Are you achieving results at a faster rate than when you started? And, are you now accomplishing more?

In the tennis scenario, you can only alter one element of momentum - velocity - because the tennis ball's mass - size and weight - are defined and regulated by the International Tennis Federation. But, you are not constrained by regulations. You have control over your projects and goals. Are you adding "mass" to them - increasing their scope?

As your capacity to perform increases, the difficulty of accomplishment - the "mass" of the project or goal - decreases. So, if you're not adding mass or velocity to your projects and goals, you are actually losing momentum. Lose enough momentum and your opponent gains the advantage - and eventually wins the game.

© Sandler Systems, Inc. All rights reserved.

Missed Any Sales Tips? Visit my Archive