Perhaps you watched the Thursday night Thanksgiving Day football massacre between the New York Jets and the New England Patriots. The Patriots scored 35 unanswered points in the second period and scored 3 touchdowns in one 52-second period of time.
The more common reaction though is, "How quickly it all unraveled for the Jets." We heard more of that than, "How quickly it all came together for the Patriots." That's because humans love talking about people when they are down. Why talk about how fortunate the Patriots are when we can talk about how unfortunate the Jets are?
Let's focus on fortune for a moment. If you were watching that football game, it was completely uneventful up until those three quick scores. It went from uneventful to explosive in just 52 seconds. The same fortune can be realized by a salesperson, sales team or company, even when it seems that none is forthcoming. That's the point of today's post. Sales and revenue can materialize very quickly. Momomentum - both good and bad - as in the football game, can build very quickly as well and success is all about building positive momentum.
So, what does it take for sudden sales, monumental momentum and ridiculous revenue?
Consistency. You must be consistent - about holding your salespeople accountable for consistently adding the right number of opportunities to the pipeline, moving those opportunities through the stages of the pipeline, following the steps of your sales process, qualifying , and providing both needs and cost appropriate solutions.
The wins (which can come suddenly) build positive momentum and lead to championship years.