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MANAGEMENT
Born after 1981, Millennials are the
youngest generation in today’s work-
force. They are also vastly different
from every generation before them—
and that’s especially true when it comes
to sales. Millennial salespeople are con-
fident, self-expressive, upbeat and open
to change. They came of age immersed
in technology and instant communica-
tion. Their expectations, both for work
and personal life, are sky-high.
It should come as no surprise that
this unique generation has tremendous
potential for success in sales—but
Millennials require a new style of man-
agement to achieve that success. Here are
seven must-have ingredients for success-
fully managing Millennial salespeople:
1. Figure out what’s really driving
them.
Millennials are a generation of
idealists, which means they often focus
more on social impact or personal ful-
fillment than how much money they
make. They also live at home with their
parents longer and put off marriage and
child-rearing to a greater extent than
any previous generation. As a result,
many Millennials are less driven by
financial stability than they are by
work-life balance or community contri-
NOVEMBER 2015 •
PPB
• 67
THINK
RGANIZATIONS USED TO
be able to
cook up a successful sales team with a few
basic ingredients: quality product, compelling
compensation plan, simple training program and effective sales
tracking. Not so anymore. Millennials have changed the
recipe.
O
SEVEN MUST-KNOW TIPS TO MANAGE MILLENNIAL SALESPEOPLE
BY MARC WAYSHAK
YOUNG AND RESTLESS