Sales enablement means getting the entire company to support the sales process, and celebrate wins by the entire company, not just the sales team.

Building trust is the foundational step to creating a plan for sales team motivation to maximize revenue. In my last article I shared ideas on changes in B2B selling and how sales leaders must understand individual motivations to successfully coach salespeople. With rapport and trust, sales leaders can motivate salespeople and improve sales results.

As a consultant I am often engaged when decision makers want to improve their sales results. I regularly hear “we want the sales team to be more effective,” and “we want them to sell more.” These appear to be universal goals in the print and mailing industry.

Sales effectiveness is the combined result of four disciplines: sales leadership, sales methodology, sales execution, and sales culture.

Let’s focus first on sales leadership. Great sales leaders see their role in helping their team to achieve desired results.