---
title: "Introducing the Sales Flywheel"
url: https://burnaze.com/article/6c844846-417f-4e69-a2de-03763ae17975
source: "1851 Franchise"
original_url: https://1851franchise.com/introducing-the-sales-flywheel-2708583
category: "Technology"
topics: ["Technology"]
published: 2018-12-03T15:10:01.000Z
modified: 2026-11-01T02:32:48.672Z
image: https://newimage.1851franchise.com/cdn-cgi/image/quality=85,format=webp,width=1280,height=720/story/featureImage/c2a03f42f9fc3315ca118ddf56be27cd1937.jpg
---

# Introducing the Sales Flywheel

**TL;DR:** A Harvard Business Review article suggests replacing the sales funnel with a sales flywheel to drive business growth. The sales flywheel captures, stores, and releases energy in a cycle, taking into account declining energy and focusing on force and friction.

*originally published in 1851 Franchise on 2018-12-03. [Read the original](https://1851franchise.com/introducing-the-sales-flywheel-2708583).*

## Story

It may be time to officially retire the sales funnel. A recent article in Harvard Business Review suggests that this method doesn’t hold up in a world where consumers lack trust in traditional sources and also lacks the ability to capture momentum. The article suggests replacing the standard sales funnel with a new sales flywheel.

The flywheel captures, store and releases energy in a cycle. When applied to a business, this energy can be seen in conversions and the enthusiasm of a consumer base. A strength of this metaphor is that it also takes into account declining energy, which businesses see in falling sales or growth.

The two key elements of the flywheel are force and friction. Force can be seen in motivational tactics used within a department. The article explores the impact of negative and positive reinforcement in motivating workers. In terms of friction, businesses should be focused on reducing this stress to their system. This can be done through a focus on customer interaction, IT investments and employee skills.

## Entities

- 1851 Franchise (publication)
- General (sector)
- business growth (topic)
- Harvard Business Review (company)
- sales funnel (topic)
- customer interaction (topic)
- sales flywheel (topic)

---
Originally reported by 1851 Franchise (https://1851franchise.com/introducing-the-sales-flywheel-2708583). Summarized by Burnaze (https://burnaze.com/article/6c844846-417f-4e69-a2de-03763ae17975).