Radio Sales Today

RAB Sales Tips

P = M * V

In physics, momentum is represented by a "P," so the equation is P = mass times velocity. Physicist Isaac Newton's second law of motion is that the change of momentum is equal to the force acting upon the particle. Meaning, momentum can be either forward or backward depending on which way the forces are pushing. In life, in business and in sales, we always want FORWARD momentum.

Dan Rockwell, The Leadership Freak, in his blog, describes how a series of small wins maximizes the forward momentum. He suggests that the keys to leveraging this positive momentum are:

Develop people — If it's only about the numbers, people are tools.

Where comes before how — Describe where you choose to go before you choose how you get there.

Practice 5x encouragement — Encourage 5x more than you correct.

Focus on learning — What are we learning, and how can we do better?

Take action quickly — Delay kills momentum.

Keep spinning after winning — Momentum is a series of successful endings that enable beginning again.

As a new manager — unintentionally, of course — I killed the momentum of my team with a simple question: What did you sell today? I wasn't celebrating the little victories with them; I was seemingly only interested in the result — the sale.

As I became a more mature manager, I recognized that to restore momentum and confidence I had to ask the right question: What success did you enjoy today? This allowed my team to brag about little victories along the way to making sales rather than fearing seeing me in the hallway because of the dreaded question.

What resonates with me from Rockwell's blog is the 5x encouragement. As managers and leaders, we have precious resources in our care — our people. I've never heard anyone on my team say, "Jeff, if you praise me one more time, I'm going to leave!"

It's typical to have one-on-one meetings on Fridays. So tomorrow, as you meet with your most important resources, make sure they leave feeling encouraged and empowered rather than chewed up and spit out for the weekend. They get enough of that on the streets.

Jeff Schmidt is the SVP of Professional Development. You can reach him at You can all so connect with him on Twitter and LinkedIn.

Source: Jeff Schmidt, SVP of Professional Development, RAB