Creating Sales Stars: A Guide to Managing the Millennials on Your Team

  • 3h 8m
  • Stephan Schiffman
  • HarperCollins Leadership
  • 2018

Everyone knows about the business potential represented by the huge millennial age group. But how do you manage the next generation millennial sales force required to reach this gigantic market?

Meet your new sales force: They love collaboration, live and breathe technology, and happily bring assignments home. They also show up late, resist authority, text their friends in meetings, and job hop like there’s no tomorrow.

You can bark orders all you want, but it won’t work with millennials. To get great sales results, you need to let go of old school approaches and learn to speak their language.

Creating Sales Stars is your field guide to managing today’s emerging sales professionals. Packed with generational insights and surefire strategies, the book helps you:

  • Create a back bench of future sales leaders
  • Fire them up and keep them focused on sales
  • Establish a fun, meaningful environment
  • Train them and retain them
  • Apply the right pressure
  • Teach without preaching
  • Ensure they feel valued
  • Mine their tech savvy

Millennials crave feedback, flexibility, and opportunities to grow. This frank and incisive book shows how to give them what they need—and achieve the results you want.

In this Book

  • Breaking Through Their Mindset
  • Getting Them to Buy In
  • Convincing Them They Don't Need Approval for Everything
  • Training, Training, Training!
  • Inspiring Team Spirit and Unity
  • Assigning Sales Mentors
  • Conveying Their Targets
  • Guiding Them on Prospecting
  • Broadening Their Sales Community
  • Applying the Right Pressure While Appreciating Their Work/Life Balance
  • Leading by Example
  • Teaching Without Preaching
  • Conducting Team Meetings
  • Communicating on a Regular Basis
  • Giving Them the Tools to Overcome Sales Objections
  • Keeping Them Fired up and Aggressive
  • Recognizing That They Know Way More About Technology Than You
  • Shielding Them from What May Challenge Their Values
  • Helping Them Make a Good Impression
  • Creating a Fun, Interactive, and Meaningful Work Environment
  • Coaxing Them to Do Stuff They Don't Want to DO
  • Showing Them How to Make a Difference to Their Customers
  • Encouraging Them to Make Deals and Close FAST
  • Ensuring That They Feel Appreciated, Respected, and Valued
  • Providing New Opportunities and Future Challenges
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