Motivating Your Millenial Sales Force
by Dr. Joanne G. Sujansky
When he sought to build a multi-generational sales force to promote his company's new "edgy" line of products, Marketing Manager Reed Kaufman anticipated sales would grow. Unfortunately, he did not anticipate the issues which arose when integrating his new hires, consisting of recent college graduates, into his existing team of more mature employees.
While the younger employees understood the new products, they did not have the knowledge of how to sell them. At the same time the older employees were skeptical of the new offerings, and had no real interest in selling them.
Conflicts and confusion ensued.
Ultimately every manager will contend with the same issues faced by Reed Kaufman. To help managers gain perspective and take advantage of the strengths of Millenials, Dr. Joanne Sujansky and Dr. Jan Ferri-Reed offer their insights in the new article, "Motivating Your Millenial Sales Force."
Your readers will learn how to motivate and integrate the next generation into their sales team with tips on:
- Setting goals with individual and organizational targets
- Team challenges to value collaboration over competition
- Incentive programs that offer creative prize options
- Creating a fun and engaging atmosphere
Dr. Joanne G. Sujansky, CSP (Certified Speaking Professional), has more than 25 years of experience helping to create cool workplaces that attract, retain and get the most from their multi-generational talent. As founder of KEYGroup, she and Dr. Jan Ferri-Reed, KEYGroup president, provide businesses with insightful information to create engaged, productive and profitable organizations. Together, they're co-authors of the best-selling book, "Keeping the Millennials: Why Companies Are Losing Billions in Turnover to This Generation and What to Do About It."
