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 Seven Must-Know Tips for Managing Your Millennial Salespeople

By Marc Wayshak


Editor’s note: The information in the following article may not exactly parallel the circumstances present in many retail selling situations. However, most of the suggestions can be adapted to be of benefit on traditional retail sales floors.

Organizations used to be able to cook up a successful sales team with a few basic ingredients: a quality product, a compelling compensation plan, a simple training program and effective sales tracking. This is not so anymore – Millennials have changed the recipe.

Born after 1981, Millennials are the youngest generation in today's workforce. They also are vastly different from every generation before them, and that's especially true when it comes to sales. Millennial salespeople are confident, self-expressive, liberal, upbeat and open to change. They came of age immersed in technology and instant communication. Their expectations, both for work and personal life, are sky-high.

It should come as no surprise that this unique generation has tremendous potential for success in sales, but Millennials require a new style of management to achieve that success. Here are seven must-have ingredients for successfully managing Millennial salespeople:

1. Figure out what's really driving them.
Millennials are a generation of idealists, which means that they often focus more on social impact or personal fulfillment than how much money they make. They also live at home with their parents longer and put off marriage and child-rearing to a greater extent than any previous generation. As a result, many Millennials are less driven by financial stability than they are by work-life balance or community contribution. Figure out what really drives your Millennial salespeople so that you can motivate them in the most effective ways possible.




 Read the full article in the Members Only section

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RRetailers, Servicers, Suppliers: A Call for Industry Participation

For more than 75 years, the North American Retail Dealers Association has been the voice of independent appliance, electronics, bedding and furniture retailers. Through education, representation and a host of benefits, NARDA has worked diligently for all retailers.

Here’s how you can help both the industry and your own enterprise: NARDA is now moving forward into new areas and seeks volunteers that can give an hour or less each month to help guide the association. Please indicate your interest and you will be contacted and given more information.

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NARDA also is asking you to identify the areas in which it can assist you and your business. Whether it is legislation, education, legal services, publications, repair service or cloud-based services, please indicate which issues are most important to you. The very best suggestions will receive a $100 gift card.

Please express your willingness to volunteer and suggestions to

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North American Retail Dealers Association
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