This generation has many names. From Generation Y to names like Millennials, Always On, and the Digital/Net Generation, they are quickly identified by their well-connectedness. Cell phone at the ready and IM-intense, they can easily manage multiple inputs all at once (i.e., multi-tasking is second nature). They are high achievers. They are eager to gain new skills and acquire more knowledge, too. In their minds, information is merely a couple of keystrokes away.
When it comes to employment, this translates to employers as ‘stepping stones’. Not in terms of being a ‘job-hopper’ (although few will stick around when it doesn’t feel right); more along the lines of acquiring experience and knowledge to be used in the future. This is a generation that is quickly understanding and coming to grips with “human capital”. One thing they don’t hold back on is how they feel; they will be quick to voice their opinion and have a need to be heard (with all due respect).
It’s these qualities that make me think they are ideal candidates for a career in Sales. I saw this firsthand when I was doing some mock (job) interviews for Seniors at Appalachian State University (I have had the privilege to be a volunteer for this program for the last four years.) The candidate was about to get her Bachelor of Science in Business Administration (BSBA) degree with a major in Marketing.
She was an accomplished athlete, and her enthusiasm to excel came forth during the interview. She described her part-time employment working with her mother, a real estate broker. I couldn’t help but think that she would be an ideal candidate for Sales. Put all that talent together and channel it through a sports or recreational goods manufacturer; I think she would explode her quota through the roof.
Sales requires a high degree of problem-solving skills; this generation thrives on challenge (think of all the video games they have played). Performance measures and accountability? The need to excel in school has shown them what the competition is like amongst their peers. They know what it takes to ‘hit the mark’. Flexibility and being able to adapt to changing situations? They appreciate the value of teamwork; most have done coursework as groups or teams. They are eager to follow good leadership, too. Sounds to me like the perfect qualifications of a strong salesperson.
How do you find these capable young people? Participate in local recruiting opportunities at Universities and Community Colleges. Refine your recruiting pitch to capitalize on what their generation looks for in life. Accept the fact they will only stick around as long as you keep them challenged in their job. And, keep those lines of communication open and ‘humming’; they are “24/7” when it comes to (digital and voice) interaction.
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