Boomers, Busters and the Trophy Generation: Managing & Motivating a Multi-Generational Workforce Steve DeMarco

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Published: October 18th 2012

Kindle Edition

18 pages


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Boomers, Busters and the Trophy Generation: Managing & Motivating a Multi-Generational Workforce  by  Steve DeMarco

Boomers, Busters and the Trophy Generation: Managing & Motivating a Multi-Generational Workforce by Steve DeMarco
October 18th 2012 | Kindle Edition | PDF, EPUB, FB2, DjVu, audiobook, mp3, RTF | 18 pages | ISBN: | 7.54 Mb

Authored by Steve DeMarco, Vice President of Corporate Sales at Xactly Corporation.I hate to break this to you, but sales teams have always been—and will always be—difficult to manage. (Yes, stagger to a stop and look at me in surprise.)MoreAuthored by Steve DeMarco, Vice President of Corporate Sales at Xactly Corporation.I hate to break this to you, but sales teams have always been—and will always be—difficult to manage.

(Yes, stagger to a stop and look at me in surprise.) Understanding what makes your sales team tick has been on the sales manager’s “to do” list since cavemen were selling clubs to bison hunters. It’s never been an easy task, because each team is comprised of many unique individuals, each with different personal, professional, and educational backgrounds.It’s not impossible to get a multi-generational workforce on the same page. But is it difficult? You better believe it—particularly when you consider how many significant events in the last century have dramatically shaped today’s three very different generations: the Baby Boomers, Generation X, and Generation Y.

Some might even argue that it’s never been more complex to manage a multi-generational workforce.These generations vary in style of dress, professional etiquette, and work ethics. One rep may only wear suits to the office, while another may be more casual and laid-back. Because they are at different stages of their lives, they want different things. Which means that they don’t all respond to the same types of rewards and recognition. Cultural clashes are inevitable. The generations frequently don’t understand each other. They don’t always respect each other. So how can sales managers develop retention and engagement strategies that not only ensure salespeople succeed as individuals, but that also help them attain and exceed quota as a team?Using part art, part science, and a little bit of je ne sais quoi, managers of successful sales forces have figured out what they need to do to develop a culture of high motivation and performance.And that’s what I’m here to talk to you about today.



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