Tag Archives: 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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Team selling – adding an 11th law

Team selling is more prevalent and more important then every. While it might have been a luxury to be good at it; today it’s a necessity. Why? Companies are demanding suppliers have a comprehensive understanding of their industry as well as a background of the issues facing the company – from the get go. A sales person, even a good one, cannot have the breath and depth of understanding required – they need help and team selling is one answer. 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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Mercer reports on generational differences in the work place – implications for sales training?

More than 2,400 U.S. employees took Mercer’s latest What’s Working™ survey. The key takeaway: Compared to past surveys, they feel less committed to their employers and less satisfied. One in three is seriously looking to leave; among younger workers, it’s four in 10. Widespread apathy is also a concern: The 21% who didn’t commit to staying or leaving are least satisfied and engaged.

We found these findings generally interesting. Yet, we were especially interested in two generational insights the study identified.

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Feedback to millennial sales reps – more is better!

One aspect of Millennials in the sales force only tangentially touched, but which will have significant implications for sales management,is the desire for more feedback.

We know Millennials are open to coaching and view feedback as a developmental opportunity. That’s great – but how much feedback is enough? This article drills down on how sales managers can provide feedback and coach Millennials. Continue reading

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