Research shows that while every person is unique, there are behaviour trends common to each generation. Understanding the specific trends of each cohort and how they align with your business objectives can help you to focus on the positives, leverage the strengths, and create win-win situations in your organization.
There are three positive aspects of the Millennial Generation that we should focus on when we think about improving sales:
The millennial generation has grown up with technology. They are comfortable with it and expect to use it to conduct their work. This makes it easy to introduce and use tools like Customer Relationship Management (CRM) software, that provide extensive data which can be used to understand customer behaviour and drive sales growth. Turn to this generation for ideas about integrating a range of technology from social media to artificial intelligence into your sales process. This group wants to be engaged and they have a wealth of knowledge and experience in this area.
Millennials tend to be results-oriented. They work to achieve an end goal, rather than just completing assigned tasks that may not contribute to their ultimate aims. They will question why something is expected or required and won’t just do it because it’s always been done. While this can feel frustrating, if you embrace it as a positive it can lead to process improvements that increase revenue and improve profit. This desire to efficiently and effectively achieve results, paired with the preference for a flexible work schedule, can make for very productive salespeople. Help this group to set meaningful goals and support them in achieving those goals in their own creative way, and you will realize the value of the Millennial.
- Social Cause
Social responsibility tends to be another focus for this generation and to be fully engaged in the workplace, they are going to seek it there. Which means, if your organization is open to it you’ll have an opportunity to increase your social responsibility and positive impact on the world.
Beyond a good feeling, a focus on social responsibility will help position yours as a company millennials want to buy from. Look to them to help you understand how your organization can contribute positively and where you might make enhancements. Get them involved in creating sales campaigns that help consumers clearly understand how you are making a difference.
Millennials want to achieve great things. Their approach may be different than you’re used to, but if you focus on outcomes; allow them flexibility in how they achieve results; and provide positive coaching; you will find that this new way of operating has merit. Take time to understand their value in the workplace as well as in society and you can engage them to help take your business to the next level of success.