What Motivates your Millennial Sales Leader may come as a Big Surprise – Millennial Leadership

What Motivates your Millennial Sales Leader may come as a Big Surprise – Millennial Leadership

Creating a motivational culture for your emerging sales leaders and BDRs needs to be a top priority for every sales leader who is committed to exceeding their growth strategy. However, before you can know HOW to motivate them, you must understand the specific preferences and drivers of the individuals on your team. Have you been able to figure it out?

Unfortunately, there is no one-size-fits-all motivation package.

Extrinsically, intrinsically, and altruistically motivated salespeople all need a unique approach to motivate them effectively.

  • Extrinsic – money, rewards, plaques, commissions and other materialistic things. Our research found that only 25% of all salespeople are extrinsically motivated.
  • Intrinsic – being part of something bigger than themselves, becoming better at their craft, loving what they do, personal satisfaction. Making a positive difference in the world is very important to Millennials. In fact, many emerging leaders say it’s more important to them than professional recognition.
  • Altruistic – showing a selfless concern for the well-being of others. Did you know that our research shows it is highly unlikely to find a person who is altruistically motivated among the top sales performers?

So, how do you align these motivational bents with the real need to grow your businesses? How do we turn a Millennial dream into an actionable goal with measurable results?

Top Tip:

It’s crucial that seasoned leaders model goal-setting and the slow, steady work it takes to achieve those goals.”

~ Danita Bye, Millennials Matter


Leadership Lesson: Develop an action plan to identify your emerging sales leader’s personal and professional goals. Then align these goals to the company’s goals.

Leadership Question: How can you model goal-setting to your emerging sales leaders?

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