Inside CRM has a good blog about it here @ http://www.insidecrm.com/features/sales2-improve-business-112508/

  “Sales 2.0 brings together customer-focused methodologies and productivity-enhancing technologies that transform selling from an art to a science. Sales 2.0 relies on a repeatable, collaborative and customer-enabled process that runs through the sales and marketing organization, resulting in improved productivity, predictable ROI and superior performance.”

Basically, it is about marrying customer needs and efficient technology with a single purpose of generating more sales. This address the C in the CRM acronym.

I am not sure as to the amount of motivation it provides the sales force but it certainly helps to have tools which provide a real-time, collaborative approach to sales. It helps to keep the tail up and have some idea of how the possible sale is going. Who else to sell best than someone you know! There comes the importance of the collaboration part.
You start selling to someone known. You start buying from someone known. The x factor is not present anymore.

5 Basic Tenets of Sales 2.0

 1. Sales 2.0 is about acceleration.
2. Sales 2.0 is about collaboration.
3. Sales 2.0 is about professionalization.
4. Sales 2.0 is about accountability.
5. Sales 2.0 is about alignment.

The acceleration because all happens at net-speed ie most of the sales 2.0 techniques are net-based and hence real-time. No long telephone calls etc.

The collaboration because even within an organization, the sales and marketing co-operate among themselves using the net. This helps them get instant access to the latest stats they have on the competition. Moreover, the customer can be shown the product/service live on the net. This takes away the x factor again.

Sales2.0 provides tools to enforce discipline. Due to this discipline, the data is added on time and as a result, one can generate latest graphs and trends. These help in keeping the customer profile updated everytime.

With increased collaboration comes increased transparency. This makes people more accountable. This helps in directing allocation of budgets, checking efficacy of the campaigns or the stars in the company. This promotes accountability and thereby efficiency.

With marketing and sales working together, there is an alignment of goals. Typically, sales and marketing remain in their own silos. Sales 2.0 breaks these silos and makes them work as a cohesive unit.

End of the day, Sales 2.0 makes an organization work like a family - each working toward the others benefit in order to reach a bigger goal of success and happiness.

Shankar