How many disparaging comments have you heard over the last couple years about millennials? They’re described as “entitled,” “needy,” and “technology dependent.” But you just might discover, with the right sales motivation tips, how beneficial millennials can be to your sales force!
What’s the Deal with Millennials?
According to a study by Pew Research, millennials account for more than a quarter (27%) of the world population (about 2 billion). Compared to their predecessor generations – including Generation X and the Baby Boomers before them – this group, otherwise known as Generation Y, has been one of the most highly criticized generations to date. Millennials are known for being highly self-expressive, heavily tech-dependent, and deeply group-oriented.
However, these attributes are not necessarily negatives! Let’s look at just five of the many sales tips that can leverage and support this oft-misunderstood generation:
1. I Wanna Hold Your Hand
While many in the older generations might say that one must “blaze new trails,” or “make a way to find a way” to get results, millennial salespeople may not approach their work in that same way. Instead, this group of young people who are accustomed to hopping on YouTube and watching vloggers’ tutorials on how to get the results they’re wanting would rather have the opportunity to simply observe others doing what works for them.
While this approach sometimes elicits criticism that today’s generation needs “hand holding” or constant coaching, the amount of one-on-one attention that millennials are accustomed to often makes them open to thorough training and behavioral molding in the workplace. “Whisper coaching” is a feature on some dialers where a trainer or manager can listen in on phone calls and provide in-the-moment insights for how to improve. Inc.com described an approach like whisper coaching as having a “guide on the side” instead of a “sage on the stage.”
Sales Motivation Tip #1: Provide ongoing access to coaching and training.
2. Check Me Out!
Everyone loves to be recognized for a job well done… most millennials just like for it to be broadcast publicly! When your salespeople reach goals, a quiet pat on the back is often not enough anymore. Millennials have become accustomed to amassing “likes” and “loves” when they share what’s happening in their lives on social media apps like Facebook and Instagram. This feeds an ever-growing desire to be recognized when they accomplish noteworthy feats. Whether it’s reaching a sales goal, reactivating an inactive customer, upselling products or surpassing a personal best, find creative ways to reward accomplishments. This might be with a small token like an inexpensive trophy or medal (that can be photographed, filtered, and shared on Instagram), a sales bell-ringing moment (that can be videoed, labeled, and shared on SnapChat), or an earned lunch with a thought leader (which can be photographed, captioned and shared on Facebook).
Sales Motivation Tip #3: Provide appropriate recognition that can easily be shared via social channels.
3. Anything You Can Do I Can Do Better
Seemingly in contrast with the first point, once millennials have learned the existing way to approach a situation, don’t be surprised if they then take it and move it to the next level… or suggest an entirely different approach altogether! Innovation is the name of the game for many of today’s creative and “anything’s possible” generation. These young men and women have seen the advent of virtually all web, cloud and mobile technologies. They are true digital natives. This makes their perspective on the world vastly different from former generations. This helps them when learning new technology that supports your sales processes. Additionally, they may also be able to help you establish more efficient and cutting-edge methods!
Sales Motivation Tip #3: Be open to having conversations about their ideas for new ways to get results.
4. What Drives You?
Millennials are often motivated by things other money. Whether the motivation is novel experiences, flexible scheduling, social impact, work-life balance, continuing educational opportunities, or a remote work environment… find the benefits and perks that will keep your millennial staff performing at their best and willing to stay on your sales team longer.
Sales Motivation Tip #4: Recognize what will support millennial recruitment and retention.
5. R-E-S-P-E-C-T – Find Out What It Means to Me!
Although they may be the youngest members of your sales team, millennials come to the workplace seeking more than just a J-O-B. They want a place where they can march down the career path into leadership. Discovering and managing their expectations regarding what that process looks like is important. Also, keep them informed on their progress. When they’re hired, communicate what the next levels of positions are and what it takes to earn promotions, perks and raises. Keep them motivated. Unmotivated millennials will jump ship and move on in search of the next employer who will respect and reward them for work well done.
Sales Motivation Tip #5: Set clear expectations and a provide a roadmap up the totem pole.
Equip and Enable Your Sales Force
Millennials are an incredibly tech-savvy generation. They expect to see technology, they learn it quickly, they easily leverage it to its full potential, and they require it to reach their full productivity level.
You may be able to successfully motivate your sales team, but if they don’t have the tools to successfully establish a surge in sales, it’s hardly worth the effort. So, if you are unsure if you’re using the most up-to-date and effective technology in your sales call center, connect with Call Logic for a FREE TRIAL of a power dialing software that, when coupled with a motivated sales team, will see your sales increasing and your millennial employee satisfaction going along with it.
Are you looking to keep your team focused and on message? Call Logic cloud dialing software can triple call rates, keep your team focused, and even features a whisper coach feature to train new team members on sales calls. Give Call Logic a try today!