Millennials in the Workforce
Sales University Group is grooming future sales talent, and also future managers and leaders! Millennials make up a good portion of today’s workforce — in fact, reports indicate that they will represent 75% of the workforce by 2025. Is your sales team aging? Are the customers you are calling on keep getting younger?
We’ve gotten to know Millennials well since they comprise the majority of our team and are the heartbeat of our company. And, we’ve recently promoted three experienced Millennial reps to management positions. Compared to previous generations, Millennials are said to be most focused on experience, least engaged in the workplace, and most notorious for switching jobs — but in 2017, over 25% of our workforce was hired by their clients through our innovative incubation program. What do you need to understand Millennials to boost your sales numbers?
A Few Principles
- Meaning motivates: Millennials want to feel like their work matters.
- Give direction: They value mentoring and clear coaching.
- Provide a career path: As part of the Sales University Group curriculum our Business Development reps have an opportunity to participate in multi-year career programs preparing them to join their client organizations as a highly trained team member ready to succeed in a variety of roles
Bottom Line: Motivating millennials starts with understanding them.
Inside Sales Are on the Rise
While field (face-to-face) sales still make up the majority of sales for most companies, inside (remote) sales are on the rise. In fact, current trends are showing that a combination of the two methods gives businesses the best results.
By getting outside and inside sales teams to work in tandem, supported by integrated marketing campaigns to effectively create demand, companies can reap both the benefits of inside automation and the power of face-to-face interaction.
Is your organization leveraging the power of inside sales to the fullest? Could your inside sales team partner better with field salespeople?
The sooner you empower your inside and outside reps, the better your conversions will be. Talk to us about how you can provide the structure and support your business needs.
Client Spotlight: Bell Fuels
About Our Client
Bell Fuels, a 100+-year-old, Chicago-based business, provides an array of industrial fuel solutions for construction, hospitals, municipalities and more. Bell Fuels needed to turbocharge its sales and digital marketing to keep pace with the competition. Sales Empowerment Group Marketing and the Business Development Reps (BDRs) at Sales
University Group developed an integrated program to help Bell’s outside sales team with qualified appointments to increase the sales pipeline.
Here’s a comment from one of the Bell Fuels BDRs:
“I started as a Business Development Representative with Bell Fuels in August. Within 5 months of working with the Bell team, I was able to set 105 appointments per month equating to 175% of our goal. Bell Fuels was able to close several deals and I have produced a pipeline of promising opportunities.”
— Josh Akers
Sales University Group, BDR
- Market research delivered key insights.
- A new lead generation website attracted inquiries.
- Customer testimonial video added credibility. Landing page and email campaigns implemented for new product introduction.
- Our dedicated Campaign Manager program supports the outbound sales team with integrated marketing solutions including an optimized email campaign.
- Sales University Group BDR, Josh Akers, finds unique solutions to prospecting by utilizing Google Earth to assess fueling stations and possible prospect needs.
- Bottom Line: Your outside sales team improves its effectiveness when outsourced marketing and sales solutions are integrated.
Is your organization ready to reap the benefits?