Search Results for: millennials

Sales alert: millennials are here

Sales training for Millennials, to be successful, must consider their experience and expectations – and they differ from their colleagues. Continue reading

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Why do millennials make great salespeople?

Why do mlllennials make great salespeople? The criteria for hiring salespeople have changed dramatically over the past decade. Customers don’t look for salespeople that want to control the conversation anymore; they look for sales reps that are data-driven, solution-oriented, and empathetic. Continue reading

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The millennials are coming: what are the implications for sales training? – A STC Classic

The implications of designing and executing sales training for millennials is the focus of this blog. Continue reading

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Sales force management and millennials

Many companies are now hiring millennials and thereby expanding the generational diversity inside their sales forces. This provides several significant challenges – How do you engage millennial sales reps? How do you motivate them? And, how are their interests and needs alike and different than the rest of the sales team? We’ve blogged before about millennials but this new study provides a couple of additional points for understanding how to manage millennials: Continue reading

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The millennials are coming – what are the implications for sales training?

We can complain about Millennials and reject them … or we can connect and capitalize on their talents. This means that sales training programs need to be designed that are very interactive, fast moving, and encourage Millennial sales reps to learn from others. Continue reading

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Sales success – a different take on winners and losers

Sales success requires building confidence – and according to Rosabeth Moss Kanter, resilience is the key. Continue reading

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Sales management coaching – don’t forget those in their 40s and 50s

Sales coaching is one-size-does-not-fit-all. Experienced salespeople in their 40s and 50s also need and want coaching. How one coaches needs to be fine-tuned to a number of different parameters including age. Most importantly, every salesperson needs sales coaching. Continue reading

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Sales success – don’t forget these 6 soft skills

Asking questions. Selling value. Handling objections. Crafting sales strategy. Closing. Analyzing the competition. Check out any sales training program and you’re likely find some of these sales skills being taught. But beyond this, salespeople need to develop these soft skills too: communication, flexibility, positivity, teamwork, time management, and confidence. Continue reading

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4 megatrends for sales organizations from McKinsey

4 sales organizations megatrends from McKinsey Continue reading

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Sales management across generations – similarities not differences

What’s the difference between salespeople who are Baby Boomers, from Gen X, or Gen Y? Research findings should that all generations have similar expectations and needs. Best suggestion – transcend surface level differences and focus on improving performance and motivation by aligning your developmental efforts with the common values of your sales team. Continue reading

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