62 / 116
FAST
FORWARD
60 •
PPB
• JULY 2016
THINK
WATER COOLER
Selling Sales
To Millennials
To get Millennials in the door, consider
these strategies:
• Adjust compensation packages.
Millennials
seek financial stability, so a higher base pay
with lower commission might be more
appealing.
• Don’t make sales a desk job.
Selling isn’t
9-to-5 anymore, so Millennials want the
physical flexibility to meet their
prospects where—and when—they
happen to be at any opportunity.
• Let them network outside your
prospect list.
Millennials have buying
power, to the tune of roughly $1.3 trillion
a year, so they likely know who among their
friends could be a potential new client for you.
• Meet them on their turf.
The youngest of the
Millennials are hitting the job fairs hard, so
make an appointment to be one of those
recruiters on college campuses near you.
THE MILLENNIAL GENERA-
TION has so much to offer the
workforce—and not simply its sheer
number of employable individuals.
Uniquely adapted to working in the
digital space and speedily perfecting
that elusive work-life balance, it’s
easy to see how Millennials could
boost the success of your sales force.
But why don’t they want the job?
Because too many sales forces remain
entrenched in 20th-century tactics.
By Jen Alexander