Are you helping your reps overcome age bias?

Today your youngest salespeople are having a hard time relating and connecting to their older buyers. And your older salespeople are having a challenge dealing with their younger buyers.

There are four distinct generations in the workforce today. The oldest are the Baby Boomers (born 1946 to 1964), next are “Generation X” (born 1965 to 1980), followed by “Millennials” (born 1981 to 1996) and newly joining is “Generation Z” (born 1997 to 2010).

Any of these generations could include the person making the final buying decision. Effective selling today includes being able to relate and persuasively communicate with all the buyers and influencers within an organization who can impact or influence their company’s final decision.

The challenge now for your salespeople is helping them understand how to persuasively relate and connect with all of the different generations represented in their customers.

Today’s video discusses the unique buying philosophies that challenge getting a sales rep to listen to coaching from someone much more senior and experienced (or new and junior). When your sales reps understand all four of these generations and how they need to adjust their selling style to be more effective!

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