Saturday Morning Sales

Kevin Latchford

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More From The Old Movie Post - December 10, 2016

Last week I ended my post with a question: how do you guide a millennial sales person toward success? I expected a few answers, but I was overwhelmed with responses. It took only a day or two to receive emails, voicemails, and a few conversations by phone, but many evenings compiling the feedback. Here’s what I’ve got in summary format.

 

First and foremost, having heard from a few millennials on this topic, they don’t want to be lumped in under one umbrella. The term millennial has been getting a bad rap a bit these days. Those that reached out to me, by age fall into this category, but they are far too eager and aggressive for success to be lumped in with the rest. They, like others I’ve talked to, prefer to be referred to as younger sales people.

 

Second, what seems top-of-the-list for both the younger sales people and those above them in management is the expectation of instant success (aka a sense of entitlement). It seems many of the comments I received were concerned about not necessarily “paying dues” or “coming up the ranks”, rather the younger sales people with a sense of entitlement wanted success, but expected it to come much easier. They, in essence, were open and willing to cutting corners in sales processes in order to get the customer to say yes.

 

In the digital era we’re in, with marketing via electronic media at your fingertips, it would seem many younger sales people believe it should be easy to obtain a lead, a prospect, and ultimately a client. I, myself, have been in an engaged review of inbound versus outbound marketing. Many younger sales people believe inbound marketing is the answer to becoming a wildly successful sales rep, but they forget that regardless of whether the lead comes to you or you to the lead, you must understand how to correctly and professionally communicate, foster a relationship, and meet (many times face-to-face) with the prospect in order to gain the needed trust for the prospect to buy.

 

I referenced having done reading and research on millennial employees. In almost all cases there is a sense that millennials want success, are willing to work hard/smart, and at the same time want a work-life balance. The downside is again, the expectation or sense of entitlement that is displayed behavior, and sales managers are becoming frustrated. In sales, in particular, there can be an extensive amount of training required to fully understand a service or product. Each company has “their way” of selling and going to market. Younger sales people must understand and grasp the concept that sales is not a 9:00 to 5:00 position. I recently witnessed a fairly successful, younger sales person state he's yet to work more than a 40 hour work week. It is typically 40 (or less). Yet, this person is seeking guidance on how to tackle additional responsibilities, and grow their book of business. Younger sales people must realize that nights and weekends can become opportunistic times for reading, researching and planning.

 

And finally, even when incredibly well educated and bright, many younger sales people lack respect for those that have gone before them. Sales today is not much different than sales 10, 20 or 30 years ago. Human interaction and relationships can be complicated no matter what product or service you sell. Understanding how to engage in conversations, read body language, gain perspective into what may drive the buying decision, etc. all comes with age (ie experience). All too often the complaint with younger sales people is their lack of willingness to learn from superiors.

 

Success can come easily at times, quickly at times, and when one least’s expects it. Quick hits can be a nice, albeit, little boost to your confidence and revenue goals. Sustainable growth, which leads to a sustainable sales career, comes through patience in process, a genuine willingness to learn, an understanding that you may not be the smartest person in the room, and a desire to want the long-term, sustainable sales career, not just a quick buck.

 

Young sales people are the future of the profession. For the few out there willing to take the cautious yet necessary steps, methodically one-by-one, the sustainable and successful career is yours for the taking. For that younger sales person seeking the shortcut, with the sense of entitlement, do us all a favor now and find a different career path.

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