I was thinking about this all weekend, so let me share a little about what I’ve been thinking. Sales is not about motivation. It’s about momentum.
Motivation gets you out the gate. Momentum gets you across the finish line. You ever notice how when you’re or one of your peers are on a hot streak—calls are landing, deals are closing, pipeline’s flowing—you feel unbreakable? Like you’re untouchable. That’s not hype. That’s sales momentum, and when it hits, it’s propels you to keep going.
But here’s the problem: most reps treat sales like a game of chance. They show up some days, coast on others, and wonder why their results are so up and down. That’s like trying to win a championship by only practicing when you feel like it—We all know that doesn’t work!
Sales is a daily discipline. It’s not about the one big close. It’s about stacking wins—small ones, daily ones. That cold DM. That follow-up call. That objection you leaned into instead of running from.
Here are three things I want you to not only understand, but to fully embrace.
- Momentum > Motivation: Don’t rely on feelings—sales success comes from consistent action, not fleeting inspiration.
- Stack Daily Wins: It’s not the big close that builds success, it’s the small, consistent moves you make every day.
- Motion Creates Energy: When you’re stuck, don’t wait to feel ready—take action first and let momentum carry you forward
If you want consistent commissions? Get consistent activity. Momentum builds when action becomes habit.
Look—every top producer I know? They don’t chase energy. They create it through motion. Even on the days when it’s hard. Especially on those days.
So if you’re in a slump right now, don’t overthink it. Don’t wait for the “perfect time.” Just make a move. Send one email. Make one call. Break the inertia and get moving because that is when the game changes. Remember, you don’t need more motivation. You need more motion.
What’s your go-to move when you need to break out of a sales slump and build momentum fast?
