Skip to main content

Save or Share this Report

For B2B Marketing Professionals

May The Force Of The Millennials Be With You!

How To Engage, Enable, And Manage The Millennial Sales Rep

February 24, 2016


  • By Mary Shea, PhD,
  • Shanta Samlal-Fadelle
  • with Peter O'Neill,
  • Jacob Milender,
  • Laura Glazer

Why Read This Report

In December of 2015, Millennials surpassed Baby Boomers as the nation's largest living generation. As the job market becomes filled with employees born from the 1980s and onward, go-to-market organizations will increasingly be comprised of Millennials holding inside, field, and sales management positions. From values to technology dependencies — Millennials are very different from their Gen X and Baby Boomer predecessors. To address this shift, B2B marketing and sales leaders must adapt their management and enablement approaches to effectively engage, motivate, and retain these resources. This report looks at management best practices, innovative training methods, and new sales enablement tools suited for Millennials.

Get Access

Already a Client?

Log in to read this document.

Become a Forrester Client

Customers are the new market-makers, reshaping industries and changing how businesses compete and win. Success depends on how well and how fast you respond. Forrester Research gives you insights and frameworks aligned to your role to shorten the time between a great idea and a great outcome, helping your teams win in the age of the customer. Contact us to learn more.

Purchase Report

This report is available for individual purchase ($745 USD).


Table of Contents

  • A Shifting Workforce
  • Managing Millennial Sales Reps
  • Evolve Your Enablement Mix To Resonate With Millennials
  • Recommendations

  • Adapt And Evolve To Serve Millennials
  • Supplemental Material