Trends Report

May The Force Of The Millennials Be With You!

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

February 24th, 2016
Mary Shea, PhD, null
Mary Shea, PhD
Shanta Samlal-Fadelle, null
Shanta Samlal-Fadelle
With contributors:
Peter O'Neill , Jacob Milender , Laura Glazer


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.

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