What Sales Momentum Really Is (And Why It Matters)

What Sales Momentum Really Is (And Why It Matters)

Purpose of This Lesson

To change how you see deal movement.

The Wrong View of Momentum

Many salespeople think momentum means:

• Frequent meetings
• Fast replies
• Friendly conversations

These are signals, not momentum.

The Correct Definition of Momentum

Sales momentum exists when:

• There is a clear next step
• Ownership of that step is defined
• A timeline is agreed
• Value is still actively discussed

If any of these disappear, momentum is at risk.

Key Principle (Memorize This)

A deal without a next step is already slowing down.