This year marks the passing of the baton from the Baby Boomers to the Millennials as the nation’s largest living adult generation, according to population projections from the US Census Bureau. Within a decade, Millennials, defined as those aged 18-35 in 2015, will comprise 75 percent of the nation’s workforce. But they’re already proving a substantial force in Corporate America. They’re changing the way companies approach sales and that requires a change in they attract and train young sales professionals. Apex HCM offers these tips:
- Understand the power of culture: In a recent survey by Glassdoor.com, a leading job search and review website, 37 percent of respondents revealed that company culture topped all other factors in evaluating a prospective new job, even beating out salary compensation. Researchers found that 75 percent of Millennial workers expect employers to take a stand on issues ranging from equal and constitutional rights to immigration to climate change. And in a Deloitte study, nearly 20 percent of 24- to 35-year-olds said reputation for ethical behavior, diversity and inclusion as well as workplace wellbeing were important when choosing an employer. To attract the best of the Millennial sales force, invest in developing and communicating a like-minded corporate culture.
- Embrace technology: Millennials’ early educations largely involved traditional classroom-based learning, but much changed between their elementary and college and vocational training years. Lectures, books, worksheets and live discussions faded away as virtual learning via websites and webinars, videos, search engines and online collaborations became the group’s primary learning ways. Smart sales training for Millennials should involve a blend of traditional and virtual learning and offer e-learning features that can be accessed on-demand via any connected device (computers, tablets and mobile phones). It also must involve showing Millennials ways to take the technology and social media platforms they’ve largely already mastered socially and adapt it for professional use.
- Don’t stop: In a Gallup poll, 59 percent of Millennial respondents called opportunities to learn and grow “extremely important” when applying for a job. And results of an Execu-Search study show that 78 percent of Millennials rank professional development opportunities among the most important elements of company culture. The key to developing and keeping the best Millennial sales pros, then, is to continue sales training and development throughout their tenures with your company.
Of course, having a great selection of modern and highly effective products and services to sell helps tremendously. Your Millennial payroll sales staff will find just that with Apex HCM, offering a full suite of cloud-based, customizable and fully integrable payroll and HR software solutions. Call 877-750-2739 or request a demo of any of our solutions online.