Clarify Your Sales Objectives Planning is never-ending. Planners should guard against the mental break, the little pause that breaks produces inertia. It is human nature, after any exertion, to want to stop, to rest, and catch your breath. This inclination often occurs after the first planning summit has been reached. You want to give yourself a week before continuing the trek. You don't want to look to the horizon, to the seemingly endless summits before you. You just want a little time to enjoy where you are and how you got there. But your energy, your enthusiasm, and your focus will all diminish by the time you resume your trek. I consulted for a major service organization whose chief operating officer had a one word sign that dominated her desk: Momentum. Her cadence was measured, deliberate, and continuous. Her direct reports called her the U.S. Grant of their industry, always keeping her troops on the move, always engaging the forces in front of her, always marching south. To her, momentum was the precious commodity that differentiated her company from the competition. By her will and authority, she shaped the corporate culture and kept it going. It permeated every part of the organi- zation from sales and customer service through the internal support de-