Sales Dictionary
Sales Motion
Definition
The specific method a company uses to sell its products or services.
Deep Dive
A sales motion defines the specific, strategic method a company employs to sell its products or services, dictating the overall approach to customer acquisition and engagement. It's a comprehensive strategy influenced by factors such as product complexity, target market, pricing model, and competitive landscape. Companies may adopt various sales motions, including direct sales, channel sales, inside sales, field sales, self-service (product-led growth), or a hybrid approach, each requiring distinct organizational structures, processes, and technologies.
Examples & Use Cases
- 1A SaaS company uses a "product-led growth" (PLG) motion where users sign up for a free trial or freemium version, and sales engagement only occurs for high-value upgrades or enterprise inquiries.
- 2An industrial equipment manufacturer employs a "field sales" motion, involving long sales cycles, on-site visits, and deep technical consultations with key decision-makers.
- 3A B2B services provider leverages an "outbound sales" motion, where SDRs proactively reach out to target accounts via email and phone to book discovery calls for Account Executives.
Related Terms
Go-to-Market StrategySales ProcessCustomer Acquisition