Getting the most out of younger sales reps


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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