This fact has real-world impacts on the effectiveness of sales teams. Consider a 50-year-old salesperson attempting to motivate a Millennial buyer, without genuine insight into what matters to Millennials. Or consider a newly promoted Millennial sales manager attempting to motivate a Boomer salesperson.
Consider the many variations in a workplace where Millennials, Gen X’ers, Boomers, and Traditionalists interact and overlap in responsibilities, reporting structure, and client-facing communications. Add in Gen Z’ers who are just entering the workforce, and you have a lot of complexity.
Salespeople who understand the unique generational traits of their buyers can communicate better and sell more effectively. Likewise, managers who understand the attitudes, work ethic, and motivators that mark each generation can do a better job of hiring, coaching, and retaining top talent. Teams who understand and allow for differences across generation gaps do a better job collaborating and ultimately perform better.
We have witnessed this impact first-hand, both through our team’s and our clients’ experiences, as well as, from the research we conducted to support our book, The Multigenerational Sales Team. Equip your multigenerational workforce for higher performance. Learn more about how Symmetrics Group helps sales teams develop the generational competencies they need to excel.
More effectively leverage talent across generations who think, sell, and buy in vastly different ways and overcome generational obstacles to drive improvements in both individual and organizational performance.