Millennials now outnumber Baby Boomers in the workforce. With their numbers rising by 30% over the next five years, its imperative organizations develop best practices for engaging this critical population. For a sales organization, this effort couldn’t be timelier. The Wall Street Journal recently reported that sales jobs are getting increasingly harder to fill because millennials perceive sales as risky. However, as this article points out, reaching your hiring targets continually fuels your bottom line. Missing them can have crippling effects.
The same forces that are transforming sales organizations are also changing sales management in the number of hats they are required to wear … coach, strategist, politician, recruiter, trainer … are only a few essential roles expected. For the majority of sales roles, those traits that make a person good at selling are not necessarily the same competencies required to successfully lead a sales organization.