Publisher's Synopsis
A business's greatest asset is its experience combined with the innovative. According to estimates Millennials will represent roughly almost 50% of the workforce in less than 10 years. A flood of blogs, articles and books are already trying to help professionals and executives understand how the clash of Millennial, Generation X and Boomer preferences will impact their business and personal careers. THE MULTIGENERATIONAL SALES TEAM focuses on the increasing need for sales organisations to harness more effectively talent from generational groups who think, sell and buy in vastly different ways. It addresses the challenges that many organisations are facing right now: · How can generations with different perspectives find ways to successfully work together? · How should you recruit, train and deploy different generations of salespeople to build an effective sales team? · How can sellers identify and address the generational "silent killers" within the sales process? You will learn how to overcome these obstacles by adjusting internal practices including recruitment, development and management of salespeople. You will, also, learn how to improve client-facing activities for better diagnosis and accommodation of buyers' preferences. With THE MULTIGENERATIONAL SALES TEAM as a guide, sales professionals and teams who begin this transformation will learn to harness each generation's unique strengths to drive improvements in both individual and organisational performance.
