So, you are on a roll? You won that big deal dream client, and your pipeline indicates that the future is so bright that you’ve got to wear shades. Now that you’ve got the Big Mo (momentum, for those that don’t know it by the sales vernacular), you have to keep it.

Here are three things you need to do if you want to keep the Mo!


This may not seem like the obvious first step, but without it, you’ve got nothing: When you win, celebrate!

Winning isn’t anything unless you celebrate it and give it some passionate meaning. If you want the Big Mo on your side, you have to make winning meaningful. What odds did you overcome? What does this win mean to you? What does it mean to the company? What does it mean to your dream client? What makes it worth celebrating?

Maybe all you won is a hard to obtain commitment for an appointment. What fun is that if you don’t celebrate your accomplishment after having tried to get your dream client to schedule and appointment for 76 consecutive weeks?

Stringing together little wins is enough to get the Big Mo on your side. But you have to celebrate your victories if you want them to be meaningful and to provide the inspiration for the actions that provide you with future wins.

Set a New Goal

Now that you got the first victory to get your momentum started, getting and keeping the Big Mo means setting your sites on another goal.

You won that dream client? Who is next? You scheduled that big appointment? Who are you going after now?

You’ll never get momentum on your side if you don’t immediately and instantly set a new goal and start taking the actions that will help you achieve it.

Take More and More Action

Getting momentum means that you can’t rest on your laurels. Don’t worry, you get to enjoy your accomplishments by celebrating them, but tomorrow is another day and another opportunity for even more accomplishments worth pursuing and, eventually, celebrating.

Resting on your accomplishments is the fastest way to lose the Big Mo. If you are going to move from success to success, then you need to take more and more action. Forward progress requires that you keep moving. Always forward, relentlessly.

The last thing you can afford to do once you have the wind at your back is to use your success as an excuse to take a day off. Once you let up, once you decide to sit down and take a break, it’s hard to get restarted. Remember how easy it is to quit prospecting once you have hit your activity quota?

Momentum won’t wait for you. If you don’t keep moving, your Big Mo will find someone else who is taking action with whom to bless with his gifts.


How do you keep your momentum?

How do you celebrate you victories? How do you give them meaning?

When you achieve a hard fought victory, when do you set your next goal?

How do you lose your momentum? How do yo regain it?

Sales 2011
Post by Anthony Iannarino on April 11, 2011
Anthony Iannarino
Anthony Iannarino is a writer, an author of four books on the modern sales approach, an international speaker, and an entrepreneur. Anthony posts here daily.
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