Sales Momentum Training Solutions

In the year 2000 a founding goal for Sales Momentum® was the design and development of an entire new generation of sales training programs.  It was the principals’ opinion that the world of sales had changed dramatically in the last decade, yet the fundamental nature and scope of sales training programs had remained unchanged for a very long time. For leading edge companies a clear disconnect had and was developing between what was needed…and what was available.

This disconnect can be described from a number of perspectives, but the core gap arises from the fact that, heretofore, most sales training programs were exclusively about skill development.  The programs focused on the sales rep knowing more about and having the skills to do a better job at skill sets such as: ….asking questions, handling objections, developing strategy, or handling a negotiation.  This was an adequate objective for the past; however, it is not sufficient for today's competitive business environment. 

Today, skill development is just the “ticket to the dance.” Sales training as a discipline must do more – it must help people make a business impact not just be more skilled.  And the latter does not necessarily lead to the former.

After the initial six years working with Fortune 500 companies, the first generation of new programs have been designed, developed and deployed.  They are: