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Trending for 2006
One of the more significant trends in our economic era that impacts the way you lead a sales organization is the composition of today’s workplace.
There are three disparate groups of workers and we must learn how to
harness the needs and desires of these three groups in order to maximize their unique contributions.
Companies that fail to do so will be frustrated by lack-luster sales performance.
There is no denying the difference between Baby Boomers, Generation X and Generation Y. How do those differences impact your ability to
develop a high performance sales organization?
First and foremost, don’t ignore the differences. Boomer managers don’t have to agree with Xers and Yers, but
understanding and appreciating the differences is key to successfully coaching and managing the newest workplace additions as well as leveraging the purpose-driven ache of the Baby Boomers. If everyone were alike, it would certainly make our lives and relationships easier, but that simply isn’t reality. (Read about GenXers and Yers)
Getting to know them and what motivates them helps you, the sales leader, leverage their unique perspective to generate improved results. This approach creates synergy between the individual’s gifts, talents, dreams and passions and corporate goals and objectives.
This synergy will lead to positive results all around.
However, poorly applied or total lack of sales management processes (coaching, motivating, holding salespeople accountable) simply magnify the generation gap. Plus, GenXers and Yers are less tolerant and less patient, so they have no qualms about bidding these managers adieu. (Read suggestions for
managing GenXer and Yer salespeople)
Therefore, my conclusion is that a new breed of sales manager (the No-Excuse Sales Manager™)
is needed who effectively applies tried and true sales management principles.
For example, strong sales managers always know what the personal motivators are
for their sales people—both long and short term. Yet, many sales managers don't invest the time to find out how their people are emotionally wired or what their natural gifts are. GenXers and Yers pride themselves on their individuality, making this an essential issue for them.
If you want to improve performance of GenX and GenY salespeople,
click here. I’d love to hear your thoughts about these suggestions or help you implement them and create a
No-Excuse Sales Culture™. You will be hearing more from me on “generational diversity” as it relates to creating a high performance sales teams in the future, and I value your experience with the subject.
Sales Growth Specialists Co-sponsors Cornerstones |
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How can you be an effective manager and leader, resolve conflicts less painfully, delegate critical tasks more effectively, energize and motivate your team and transform resistance into personal responsibility?
Using time-tested concepts and sound management structures and strategies, Cornerstones of Managing for High Performance series underscores the importance of making the right decisions consistently. This program will make any manager at any level of the organization more effective in dealing with difficult people... winning cooperation and trust... getting results while eliminating excuses. For more details call me at 612-267-3320 or e-mail Danita@SalesGS.com.
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Discipline. Creativity. Results.
Danita
Baseline Selling |
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This outstanding new book by Dave Kurlan will teach you:
How to Become a Sales Superstar by Using What You Already Know About the Game of Baseball
For those with sales management responsibilities, you'll pick up some valuable ideas on how to coach your sales team to
reach first base more often, shorten your sale cycle using your "Speed on the Bases" and close more sales using
"The Inoffensive Close."
The concepts from this book are enjoyable, memorable, and easy to apply. Business Gurus like Verne Harnish (Mastering the Rockefeller Habits), George Gendron (former Editor in Chief of Inc. Magazine) and Guy Kawasaki (The Art of the Start) are all saying that this book is a grand slam.
Click here to order or learn more about Baseline Selling.
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Danita Bye
President
1160 Cherokee Road
Medina, MN 55356
612.267.3320
800.256.2799
Danita@SalesGrowthSpecialists.com
www.SalesGrowthSpecialists.com
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