Motion vs. Movement in the New Era of Selling
As you think about what expectations to set to help your sales force succeed in the new era of selling we find ourselves in, consider if you are valuing “motion” or “movement.”
“Motion” is a term that we use to describe all of the sales activities that occur in getting people together, having conversations, and exchanging information within a given sales stage. Whether it takes one call or five calls, one meeting or five meetings, one document or twenty documents, it doesn’t matter. All of that is motion inside a system, but is the motion helping move the sale forward?
“Movement” is a term we use to denote completion of one stage and progression to the next. In a stage-gate process, this means that all the items in one stage have been completed, so the gate opens to the next stage. Movement along a sales process indicates that you are approaching either a close or the elimination of a prospect.
How to Take Action:
When it comes to measuring performance, spend less time worrying about the number of motions being made, and more time focusing on progressing forward through “movement.” To encourage movement over motion, consider giving a value of “one” to every movement from one stage to the next in the sales process. That’s right. Whether your sales reps close a deal, move a deal off of the dashboard because they lost it, or add a deal to the dashboard, it doesn’t matter. Each one of these progressions has a value of one. By giving each movement a value of one, you are better able to set expectations for your sales force and measure movements through the sales cycle.
If there is a lot of sales activity, but very little progression in your sales force, your company is likely at risk of going extinct in this new era of selling. Remember, the key difference between motion and movement is progression.
Want to learn more about how to grow in this new era of sales? Download a FREE chapter of the upcoming book: Life After the Death of Selling: How to Thrive in the New Era of Sales.