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Two steps to better sales performance: Enable. Inspire.

Oct 01, 2018

Written by: Walt Ruckes
(View Author Bio)

Drive maximum sales performance by addressing what your team really needs from you. Equip them with the right tools and inspire them to succeed.

Sales engagement comes down to two simple things.

Sales leaders know there’s a never-ending stream of advice to motivate, engage and optimize your sales team. But it really comes down to two components: you need to enable and inspire them. First, put the right tools in their hands so they can effectively compete. Then, lead and challenge them to grow every day.

So what does it mean to enable and inspire your sales team? Consider these eight questions your sales team asks themselves each day. Are you giving them the answers they need? Read on to see what it takes to enable and inspire your team and how behavioral economics can be your guide.

  1. Where do I start? Goal theory: Take a look at your onboarding checklist for new reps. Include both easy and hard steps. A few “no brainers” can help your team feel optimistic, confident and build momentum.
  2. Do I have the skills I need? Vividness: What are you doing to ensure your message is remembered and acted upon? Be bold and be brief. And then get out of the way - your team may surprise you.
  3. Where do I stand? Fast brain, slow brain: Visuals connect with the emotional fast brain while numbers and data slow the brain down. Get the best of both worlds by translating metrics into visual formats. It helps them remember where they stand and where they need to go.
Learn more ways to enable and inspire your sales team. Download

Learn more ways to enable and inspire your sales team.




Walter Ruckes BI WORLDWIDE

Walter Ruckes

Vice President
Sales and Channel Engagement

As Vice President of BI WORLDWIDE’s Sales & Channel Engagement Group, Walter Ruckes' primary focus is to develop sales and channel engagement strategies and solutions that change the behaviors of sales people, distributors, dealers and channel sales representatives. An expert in sales incentive strategy, he educates sales professionals around the world on how to best engage their sales force through sales engagement strategies, solutions and best practices.