There are two connotations to the term sense of urgency for sellers.

The first obviously speaks to how you act, react, and behave throughout each day. However, speed is not the issue at hand; it is assumed you respond quickly and are proactive with your customers.

More importantly, the second inference of sense of urgency requires immense strategic thinking and planning. To motivate account managers, enablement teammates, and customers, you need to think many moves in advance….like a chess grandmaster.

But thinking and planning is not enough. You must understand each person’s motivations and how to appeal to them.

Need your enablement peer to move a task to the top of their list? Then be prepared to give ’em a shout-out in the next sales meeting.

Want a buyer to do you a favor? Be prepared to pay them back in spades.

Urgency is a powerful force in the universe. Learn how to make your customers act and you’ll perform better against the clock.