Maintaining and driving sales momentum

Sales momentum involves a range of factors and lead measures that drive, sales & volume growth, winning new customers, and growing your existing customers.

Why is sales momentum important? Sales momentum is crucial for the continuous success of your business and for achieving sustainable growth. It ensures a steady increasing flow of revenue and promotes a motivating work environment. Strong sales performance not only generates a consistent return on investment but also inspires sales teams, leading to increased job satisfaction, productivity, and better results. Sales are the lifeblood of every business, and it is essential as you go through your financial year that you maintain the momentum of the sales engine.

How to maintain momentum? Sales momentum is the driving force that pushes a company toward its goals, fuels growth and ensures long-term success. Building and maintaining strong sales momentum is essential for companies seeking to stay competitive in today's market, however, it is maintaining the momentum which is a constant battle.

Strategies to maintain momentum:

• Create a clear vision and strategy: To establish a sales drive, you need to ensure a clear vision is set for your sales team. This should be aligned with the company's overall objectives. Define realistic and achievable goals, strategies, and target metrics to measure progress and be held accountable.
• Set realistic targets and visually keep the score: Nothing can be more demotivating than having sales targets so high they are unattainable. Setting targets that are a solid mix of ambitious, stretching, but crucially achievable, will mean that you stand more chance of success. It is also motivating to visually keep the score. If your sales team can’t see whether they are winning or losing, then there will be no sales drive.
• Effective sales Leadership: Effective sales leadership is crucial for driving sales momentum. Leaders should inspire, motivate, and provide guidance to the sales team.
• Celebrate & reward success: Recognising and celebrating individual and team achievements creates a positive environment and motivates the entire sales team to sustain and improve their performance. Everyone is motivated by something.  Find out what makes your sales teams buzz.  Have clear incentive and bonus structures in place that everyone understands and is driven by.
• Ensure your marketing machine is customer-centric: Align your marketing machine with your firm and sales goals, and ensure you have clear metrics of activities and inputs. Place the customer at the centre of your sales and marketing efforts. Understand their needs, preferences, and pain points to tailor your marketing messaging and sales approach, and value proposition accordingly. 
• Communication is crucial to success: Keep talking about how sales are doing.  Keep all staff informed as to any challenges there are in the firm that could be impacting sales.  Get them involved in discussions around how to overcome any roadblocks or constraints.  Keep getting feedback from the team who are at the coalface speaking to and visiting customers – stay tuned and stay relevant.
• Agility and adaptability: Stay agile and adaptable in response to changing market dynamics, and keep updated on market trends, competitors, and customer feedback to anticipate challenges and adapt your sales strategy accordingly.
• Collaboration and Communication: Communication is key to success. Sales should work closely with marketing, product development, and customer service to align strategies, share insights, and collectively drive business growth. Ensure you consistently communicate with your customers too.
• Follow up, follow up, follow up: We all know that following up opportunities that come in is paramount to achieving that ultimate sales goal.  Relentless follow-up and follow-through on each enquiry and potential opportunity is a culture – embed it into processes and metrics and your methodology but ensure that the whole team are behind that principle.  When deals are won as a result of this relentless follow-up, share with the team to demonstrate the power of this phenomenal weapon.

Get in touch
We’re focused on helping our clients boost growth and maximise profitability throughout these challenging times. For more information on how we can help you and your business, please contact us at info@oldfieldadvisory.com or call 02476673160.

Please note: This article is provided for information only and was correct as at time of writing (27/03/24). Any lists and details provided above are not exhaustive and are not intended to be full and complete guidance.  No action should be taken without consulting detailed legislation or seeking independent professional advice. Therefore, no responsibility for loss occasioned by any person acting or refraining from action as a result of the material contained in this article can be accepted.