The new Millennial sales machine
Jun 27, 2016 9:49 PM -
For the past six years I have been working with many sales teams comprised mainly of millennials or young adults from the ages of 22 to 30 and I realized I had to learn how to effectively train and develop the "sales army of the future." Along this journey, I have listened to many derogatory pronouncements about their lack of commitment, potential and ability and have found most of them are sweeping, unfounded generalizations. Furthermore, I feel it's time to harness millennials' boundless sales energy as well as to be open to what they can teach us on how to maximize their future success as well as our own. Let's dispel some of the pervasive myths. In general, millennials fall into the same 20/60/20 breakdown as the rest of the world. About 20 percent of them are high performers, 60 percent are variable producers and the remaining 20 percent, at the low end of the equation. Unfortunately, the entire group is judged by the bottom 20 percent who still live in their parents' basements and play video games. The top 20 percent, on the other hand, possess an impressive sales' skill set and simply need to be nurtured by their employers.