- Demonstrate loyalty to their social network and specific managers and members of the team, but not to the company.
- Grew up during a technology explosion. Their every day reality included video, cell phones, laptops, and iPods.
- Are addicted to reality television, Google, and Web sites like Myspace and Facebook. In this world, information is available for the asking. That’s why they believe in putting everything out there for all to see.
- Faced school violence and global terrorism (specifically 9-11). This made them wary about the world. It also helped them develop a global perspective.
- Have the ability to find information about anything at a rate that far exceeds expectations of management. What they lack is discernment about the accuracy of the information. If it’s on the Net they tend to believe it must be accurate. They can instantly communicate this information to their social network via Blogs, Instant Messaging (IM), personal Web pages and cell phones. Some companies have found out the hard way that their management mistakes are common knowledge within days, if not hours.
- Do not know their own strengths and weaknesses because there have not been many opportunities for self-evaluation or honest, constructive criticism. With hundreds of possible activities, from soccer to music lessons, Millennials have been over-committed and over-scheduled.
- Were smothered in praise with constant reinforcement about how great they are. That’s why they expect recognition for everything, even the most mundane activities.
- How do you help them understand that there are winners and losers in the sales world?
- How do you provide constructive criticism without devastating their psyche?
Here’s my simple 4-step process to managing your New Millennial sales team…
- The first time they approach you, work with them to think through at least three options. Then make the decision for them. Having them consider options is the first step of developing your new sales team’s ability to reason.
- When they want your input, make sure they have created three options to discuss. Help them understand the consequences of each option. Add in other options if they haven’t considered all of the consequences.
- Guide them toward the course to action you want. Essentially they will be making the recommendation, which you are approving.
- Cut them loose and have them handle a situation on their own. However, also have them provide a written report. The report needs to tell you what the situation was, the options they considered, and the decision they made. This step won’t last that long as their need for independence will kick in and they’ll just stop coming to you with every little situation.
And remember, when coaching Millennials your focus and approach may need to be different from others you have worked with. Here’s how…
- Provide structure and give information in bite-size pieces.
- Praise them for their efforts.
- Present mistakes as development opportunities.
- Use technology freely before and after the session.
- Provide the rationale behind your coaching.
- Sell your Millennial sales team on the idea of discretion.
Sales psychology expert Gregory Stebbins has helped over 20,000 sales professionals better understand their customers so they can outsell their competition. Now, with his new book “People Savvy for Sales Professional” sales managers can help their NEW sales team understand a simple, yet groundbreaking plan to winning your customers’ trust and business forever. Get your free sneak preview at http://www.peoplesavvy.com/book.htm
Published in Networking Today April 2008
