The Sales Engine: Keeping an Unstoppable Momentum
- Aureko
- 6 days ago
- 7 min read
Updated: 4 days ago
Selling is a Sport
Selling is like sport. Getting good at it requires sweat. Sweat comes from practice, but not just any practice. Good practice requires a focus on what matters which is found through deliberate practice.
The champion’s mindset is simple: “focus on the process and the outcome will follow.”
At the beginning of my career in Business Development, I often felt lost.
I had too many prospect lists, some in my CRM, many in Excel. I would go over them several times a day just to figure out who to call next. When I had the time to prepare for meetings, I would scramble just to remember what mattered most to each of my prospects and what my next meeting’s objective was. When there were no tickets for a while and my boss asked me how my week was, I never really knew what to say.
By Friday, I felt drained. And that wasn’t okay. I needed clarity.
Sounds familiar?
Insight 1 focused on how to get more leads. This piece tackles the next big challenge: keeping momentum by building a smart sales process.
A process that helps you:
stay organized
save time
free up mental space
be fully present and focused during meetings
Frankly, optimizing your organization is a real game changer.
It impacts your energy and efficiency through the entire sales process. Ultimately, this is also how I dramatically increased my ability to reach my sales targets.
A quick reminder I already shared in Insight 1:
# Leads
x #Meetings/Lead
x Conversion Ratio
x Average Ticket Size
= Asset Raised
To put it simply: if an asset manager wants to acquire ten new clients in a year, assuming a 10% conversion rate and that they personally handle all meetings to close the deals, they’ll need 100 qualified leads.
Notice the key assumption in that sentence: they handle all the meetings.
A simple truth about selling is that most deals close only after the third, fourth meeting. Sometimes even later. Prospects need time to reduce their uncertainties: about your company, your product, and about you.
Put simply, sales take time and repetition. Why? Because no one wants to rush an important decision. To earn a ticket, you first need to earn trust, and trust is built one meeting at a time.
The art of selling is overrated. In reality, discipline plays a much bigger role than most people, especially non-sales managers, realize.
The good news?
Everyone can push beyond their limits.
Everyone can say today “I want to be better tomorrow”.
Everyone can switch on their Discipline mode.
Good salespeople aren’t born that way. They identify where they can improve, focus relentlessly on what they can control, practice with intent, take feedback, adjust and repeat.
Just like in sport.
How do you think the best become the best?
It’s a mindset. A constant quest for improvement, the drive to gain one more millimeter every day.
When I finally understood and applied that framework, everything changed.
How hard is selling?
Michael Jordan’s records are insane. He has the #1 all-time career scoring average record (30 points per game), the #1 all-time career playoff average record (33 points per game), he is 6× NBA Champion, 6× NBA Finals MVP, 5× NBA MVP, 14× NBA All-Star, 10× Scoring Champion. And this is just to name a few of his records.
Yet…
He missed 9’000 shots over his career, lost 300 games, was trusted 26 times to take game winning shot and… missed. 9’000 missed shots!
In his own words:
"I have failed over and over in my life, and that is why I succeed"
Michael Jordan
Success comes from previous failures!
People usually see the results but tend to forget the countless hours of practice it took to make that one shot right under pressure. Some call it gifted or genius. But today we know it’s discipline and deliberate practice that puts champions to the podium.
Selling is no different.
It’s easy to admire the wins. But what most people overlook is that even with a 30% conversion rate, you’re still failing seven times out of ten.
And that’s perfectly normal. Those seven “no” often mean it wasn’t the right firm, the right person, or simply not the right time. In short, it’s just part of part of the process.
Failure is not the opposite of success. It’s part of success.
Here’s what worked for me.
Focusing on the Right Stuff
When Tiger Woods stood over a 12-foot (3.7-meter) putt on the 72nd hole of the 2008 U.S. Open at Torrey Pines, he wasn’t thinking about odds. He knew the stats: only a 15% chance of sinking that putt.
But in that moment, Tiger focused on something else: his process. Call it the automatics: the sum of all the work and repetition before that single shot.
He treated it like any other putt on any other hole. He read the slope, judged the speed, aligned the face, felt the weight in his hands, visualized the roll. Then he executed.
How does that translate to sales?
Top performers don’t obsess over outcomes; they master the process.
They focus on what they control and trust their training; both elements that quietly increase their odds of success.
It starts with mapping my sales process for each client segment:
What will the first meeting look like?
What questions will I ask?
Who should be present?
How will I follow up to secure the next meeting?
What will I discuss at the next meeting?
How will I keep momentum from one stage to the next?
Why reinvent the wheel for every prospect when a clear, repeatable process allows me to handle both specificity and volume?
If I have 100 qualified prospects, and my sales cycle averages three meetings to close within a year, that’s 300 meetings. Spread over a year (including holidays) that’s 1.35 meetings per day, or roughly 6–7 per week.
Come rain or shine, that’s my cadence. Every week. That’s my discipline.
It may sound like not much in the short term, but it adds up over a year.
While the art of selling is overrated, the compounding effect is deeply underrated.
In short, this approach helps me balance quantity and connection.
As Bill Gates once said,
"Most people overestimate what they can do in one year and underestimate what they can do in ten.”
Sales is no different.
Every small action matters. I call them Daily Earned Millimeters.
1.00^252 = 1.00
1.01^252 = 12.3
When I implemented that discipline, it gave me consistency, and my sales life completely changed after three months.
What Successful Selling Looks Like Daily
Successful selling isn’t rocket science. It’s about structure, repetition, and continuous refinement.
You start small but you stay consistent and specific.
For me, it’s 22 steps per meeting, from setting it up to logging the follow-up.Considering my 1.35 meetings per day (including holidays), that adds up to over 6,500 micro-actions per year.
When you face that number, you either burn out or you build systems.
For me, the challenge became clear:
Which parts of my process can I streamline or automate?
How can I get the information I really need from my CRM in one click?
How can I call with one click?
How can I log what matters, fast?
What about you? What is your sales process? How many steps to book a meeting?
Another common trap I see is tracking the wrong metrics.
Most firms obsess over Net New Money. And so did I, for years.
The problem? Tickets don’t land every day or even every week. With such low frequency, Net New Money does not tell me how I am performing today. It is a lagging indicator.
What I needed was a signal that gave me feedback daily on my progress. A metric that showed tangible progress even when no ticket came in. A measure that can help me and answer my boss.
That search led me to create my own Weekly Sales Score, a metric that uses leading indicators that track daily my activities and my consistency instead of waiting for the outcome.
This score tells me instantly whether I had a good or a bad week versus last week or versus my budget. In short, it keeps me honest about my momentum.
Some people may argue, this approach pushes salespeople to book meetings just to hit a number. Others might say it’s just another way to add pressure.
Here’s what I know: if you don’t do the meetings, trust can’t be earned and sales can’t happen.
The purpose of this score isn’t to punish. It’s to help the salesperson see where to improve, and at the very least, to give a clear answer when your boss asks, “How are you doing?”
Don’t get me wrong: at the end of the day, the goal is to reach your sales targets!
What About You?
If you’re serious about improving your sales engine, Aureko’s workshops are built for you.
Just like in sports, when you focus on processes and routines, you maximize your chances of connecting with your prospects and making a difference.
And yes, Tiger sank that 2008 U.S. Open playoff putt... and won.
And yes, my Weekly Sale Score has become a game where I challenge myself to hit an all time high every week!
Who is the workshop for?
Seasoned Asset Managers who want their Sales Team to systematically reach their Net New Money targets
Wealth Managers who need to generate more qualified prospects
New Fund Managers or Salesperson eager to build the right foundation for consistent and sustainable asset raising
Aureko’s workshop will equip you with strategies tailored to your needs. You will also learn about tactics and hacks to get your foot in the door while others are still scrolling through their Excel lists wondering who to call.
Aureko’s workshop empowers every salesperson to push beyond his limits.
Aureko’s workshop will give you that new momentum to refine your sales process.
The framework I’ll share quite literally changed my life!
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