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Converging Generations in Your Sales Team
Multi-Generations Impact to Business
Sales Transparency Evolution
Best Practices Come in All Forms
However, rich learning only happens when a leader cultivates and fosters an environment of best practice sharing. Team members need to be open to recognizing that ‘best practices’ don’t require decades of experience to develop. There is value in the fresh thinking of our younger generation and the different ways they communicate in our society.
I’ve seen both ends of the spectrum experiment with the other’s sales best practices. For example… Gen Z’ers schmoozing on a golf course to win business. I’ve had Boomers text with a new lead until they converted into a prospect who was ready to sit-down and discuss a new opportunity.
Shift in Intrinsic Motivators
- Reward hard work with mini promotions and title changes.
- Additional time off.
- Provide full or hybrid remote work options.
- Offer unique benefits that are high impact.
Embrace the Differences
Ultimately, I have found that leading people hasn’t changed. You need to have goals and a plan to help your team achieve them. The key to coaching for success is understanding the seller’s motivations and what drives them to do better, no matter who you have working with you.
I am part of a national group of Senior Sales Leaders who collaborate to share insights like the examples shown in this article. We formed because of our shared passion to help business leaders exponentially grow their revenue.