The multigenerational sales team : harness the power of new perspectives to sell more, retain top talent, and design a high performing workplace / Warren Shiver and David Szen.

Format:

Book

Author/Creator:

Shiver, Warren, author.

Szen, David, author.

Language:

English

Subjects (All):

Sales management.

Generation Y.

Labor supply.

Physical Description:

1 online resource (128 pages) : illustrations

Edition:

1st edition

Place of Publication:

Wayne, New Jersey : Career Press, [2017]

System Details:

text file

Summary:

A business’s greatest asset is its experience combined with the innovative. According to estimates by the US Department of Labor, Millennials will represent roughly almost 50% of the workforce in less than 10 years. A flood of blogs, articles, and books are already trying to help professionals and executives understand how the clash of Millennial, Generation X, and Boomer preferences will impact their business and personal careers.

Contents:

Introduction

The generational imperative

Generational definitions and dispelling common myths

Changing customer interactions

How sales organizations must adapt

Recruiting and onboarding multigenerational sales talent

Generational considerations for sales skill development

Sales coaching and performance management

A message to sellers

A message to sales leaders

Afterword

Notes

Index

About the authors.

Notes:

Includes bibliographical references and index.

Description based on online resource; title from PDF title page (ebrary, viewed March 25, 2017).

ISBN:

9781632659200

1632659204

OCLC:

981256566