Motivating All Four Generations of Sales Reps

Your organization may have two, three or even all four generations within your sales force (Traditionalists, Baby Boomers, Gen Xers, Gen Ys). Recognizing, motivating and engaging each of these generational cohorts requires different leadership styles. Sales managers must recognize that their sales teams have different values, behaviours and expectations. Increasingly, sales organizations are becoming aware that  younger sales reps are less motivated by money, and expect a win-win employment relationship that includes other non-financial rewards.

This workshop is designed to help sales managers understand and learn techniques to motivate all four generations of employees. We explore the principles of engagement, discover techniques to effectively recognize and reward employee behaviour, and discuss how best to performance manage all four generations. Participants will complete an action plan that solves an individual management challenge.

Audience: Sales managers
Length: Half or full day workshop; 60-90 minute presentation

  • Four generations of sales reps
  • Sales reps’ expectations of their managers
  • How to demonstrate engagement with your team
  • How to build a win-win relationship
  • How to recognize your sales force throughout the sales process
  • Performance management of low, medium & high performers

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