Getting the most out of younger sales reps

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ryan dohrnYou may find it interesting to note that an MIT study on what motivates people concluded that money is not the best motivator. Researchers concluded that once a task went beyond rudimentary skills, like assembly line work, money was not a key motivator towards increased performance.  Once the skill required moved into cognitive skills like sales, there were three factors that “truly” motivated the test subjects; autonomy, mastery and purpose.   I heard author Daniel Pink talk in detail about this subject and it inspired me to dig deeper and ask if the MIT findings also applied to managing younger sales people.  I found that these three motivators applied to nearly every sales rep I have managed that was born after 1982.  Experts refer to this age group as the “millennial generation”.

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