How to Retain & Develop Millennial Sales Reps

Marc Miller Sales Training 1 Comment


Sales VPs are rightfully concerned with developing and retaining top performers.  Millennials are the largest demographic emerging in the workforce and Millennial sales reps are particularly fickle.

Rep turnover is a costly and frustrating problem.  This post explores what makes these reps tick – so you can get and keep the best players.

 

2 Key Traits in Millennial Sales Reps

Millennial sales reps are tech-savvy and ambitious.

They desire coaching, direction, and must know they are moving toward a future vision.

More than half of millennials wants to run their own business in the future.  They are comfortable using technology get ahead.  This is why they gravitate solutions like SpearFysh, which allow them to receive far more coaching from sales managers than through traditional means.  Finally, and most importantly,

Millennials must understand how their current role, growing skills, and increasing responsibility pave the way to advancement in your company. 

Tweet: Millennials must understand how their current role, growing skills, and increasing responsibility pave the way to advancement in your company.

Top Reasons Millennials Leave Companies include:
  • Lack of professional development
  • Lack of coaching
  • Lack of mentoring

51% will look for a new job at another organization in the next year according to CEB.  Forbes provides insight on why this ongoing feedback is so critical to retention:

“Many millennials have received adult feedback throughout their earlier years; they’ve often had close involvement from parents in their education and close support and encouragement from teachers and mentors at school. The contrast can be jarring when they arrive at their first professional position and suddenly have nobody who’s interested in telling them how they’re doing.”

How to Retain and Improve Millennial Sales Reps

Retaining and improving Millennial sales reps requires ongoing feedback and development to become woven into all levels of the corporate culture.  The problem  is that while sales managers want to support their team, they simply don’t have the time or access to field reps.  Today’s sales leaders spend only 20% of their time helping their team close deals, according to a recent CSO Insights study.  Technology solves this problem, and here are a few tips as well:

  1. Decide that providing your sales reps with ongoing feedback on their performance and behavior is a non-negotiable principle of a well-run sales organization.
  2. Share best practices, questions, and “soundbites” from the field as tribal knowledge. A Conversation Management Platform like SpearFysh makes this easy, but a primitive approach can work – just be sure you’re doing it.
  3. Maintain open and oft-used lines of communication between management and reps. Encourage questions, create a mentorship program between veterans and rookies, and provide ongoing feedback on real sales calls rather than one-off yearly training blowouts.

The easiest to coach reps on their messaging, delivery, and behavior is to use a Conversation Management Platform like SpearFysh.

Driving Revenue with SpearFysh

SpearFysh is a Commercial Conversation Management platform built to drive revenue through sales effectiveness.  It uses a tablet to record audio, notes, topics discussed, and more from field and phone sales calls.  The data can then be accessed 24/7 for self-review, sales coaching, team collaboration.  SpearFysh’s unique SmartTagging means that reviewing calls takes a mere fraction of the time.  For the first time, giving sales reps ongoing feedback to drive performance is sustainable – and backed by a 5x ROI guarantee.

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