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.

Owners of companies often ask me, ‘We have the best equipment and workflow, why can’t my sales team sell more?’

There are no easy answers to this question. Investing in an effective approach to motivate your sales team and create a company culture to support sales enablement can drive revenue growth.