Momentum Matters

Port - Momentum

Example Slides From Presentation

Momentum Matters is a fast-paced activity forward training experience built to transform sellers mindsets from reactive responders into proactive, value-driven advisors.

Instead of reviewing slides or hearing theory, reps move through a structured sequence of hands-on activities designed to reveal reactive habits, highlight what customers actually expect, and teach the behaviors that drive confident, forward-moving conversations. Each activity builds on the last, creating a clear skill progression that ends in scenario-based roleplays where reps bring everything together under realistic pressure. Momentum Matters is designed to build instinct, sharpen execution, and help reps lead conversations with clarity, confidence, and purpose.

Why This Training Was Needed

Reps were consistently falling into reactive selling patterns and responding to whatever the customer said instead of guiding the conversation with intention. Calls often lacked structure, value statements were inconsistent, and many reps struggled to differentiate themselves in competitive situations. Managers noticed that while reps understood the product, they weren’t proactively leading customers toward meaningful outcomes or connecting solutions to real business needs. The team needed a program that would break these reactive habits, clarify what proactive selling looks like, and give reps a way to practice these skills in a realistic, low-risk environment. Momentum Matters was created to fill that gap by helping reps recognize reactive behaviors, understand what customers truly expect from a modern salesperson, and build the beahaviors required to deliver value early, confidently, and consistently.

More Details

My Role

I led the design and development of the Momentum Matters training program from concept to execution. My role included analyzing call patterns and manager feedback to identify the reactive behaviors holding reps back, then translating those insights into a structured, four-part learning experience. I created all content for the workshop, including scenarios, activities, worksheets and assessment tools. The main focus was to build a learning experience that progressively strengthened proactive selling behaviors through scaffolding activities. I also partnered with sales leadership to ensure the training aligned to performance expectations and addressed the real challenges reps faced in the field. The final program blended strategy, practice, and coaching into a cohesive experience designed to shift mindset, elevate call quality, and help sellers identify the best sources to create proactive value, and deliver it with intention.

The Solution

Momentum Matters was built as a structured, four-part learning experience designed to shift sellers from reactive habits to proactive, value-led conversations. The program guides reps through a progression of activities that help them recognize unproductive behaviors, understand what customers actually expect, and learn how to position meaningful value early in the call. Each module builds on the last, starting with awareness, moving into customer insight, developing proactive talk tracks, and finishing with scenario-based roleplays that simulate real selling situations. The design intentionally blends reflection, practice, and application to help reps build the skills needed to lead conversations with confidence and purpose.

The Outcome

Although the company-wide layoffs occurred before Momentum Matters could be delivered, the program itself represented a significant strategic accomplishment. It was fully designed, tested, and leader-approved. The program included scenarios, activities, facilitator guides, a 2 week follow up front line manager training-in-a-box design, and a cohesive learning journey that aligned to the skills managers identified as most critical. Sales leaders expressed strong support for the program, recognizing its potential to shift reps toward more proactive selling behaviors and raise call quality across the team.

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