In my Sales Audit work, I’m amazed by how often we see a lack of accountability in the entire sales team. It’s like a virus that infects every function of the sales process. Have you observed this virus in your Millennial Sales Team?
In doing research for my book, MillennialsMatter, and for a Forbes article, Five Things Your Millennial Leader Needs From You, I gained important insights about the unique leadership coaching needs of this talented generation. Interestingly, it became a talking point during my conversation with Tony, the president of an engineering company. Tony was extremely enthusiastic when we talked about the red-hot markets they were pursuing. However, when we switched gears and started discussing sales execution, his countenance cooled.