Overview

Everyone knows about the business potential represented by the huge millennial age group. But how do you manage the next generation millennial sales force required to reach this gigantic market? Meet your new sales force: They love collaboration, live and breathe technology, and happily bring assignments home. They also show up late, resist authority, text their friends in meetings, and job hop like there's no tomorrow. You can bark orders all you want, but it won't work with millennials. To get great sales results, you need to let go of old school approaches and learn to speak their language. Creating Sales Stars is your field guide to managing today's emerging sales professionals. Packed with generational insights and surefire strategies, the book helps you create a back bench of future sales leaders; fire them up and keep them focused on sales; establish a fun, meaningful environment; train them and retain them; apply the right pressure; teach without preaching; ensure they feel valued; and mine their tech savvy. Millennials crave feedback, flexibility, and opportunities to grow. This frank and incisive book shows how to give them what they need--and achieve the results you want.

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Jonathan Todd Ross is a writer and an Earphones and Audie Award-winning voice actor. He has lent his voice to numerous anime television shows, including Yu-Gi-Oh! and Sonic X. Stephan Schiffman has trained more than half a million salespeople at wide range of corporations, including IBM, AT&T, Motorola, Sprint, and Cigna. A popular speaker, he is the author of numerous bestselling books with eight million in print, including Cold Calling Techniques (That Really Work!) and The 25 Habits of Highly Successful Salespeople. J. Paul Boehmer is an American actor best known for his numerous appearances in the Star Trek universe. Hkis audiobook narrations have garnered nine AudioFile Earphones Awards and two prestigious Audie Awards for Best Narration, besides being a finalist for the Audie Award in 2012 and 2015. Between narrations, he is active in regional theaters across the country. His television appearances include guest spots on Nip/Tuck and Numb3rs. Novelist, screenwriter, nonfiction author, book collaborator, literary agent, and former book publisher and editor, Gary M. Krebs is the founder of GMK Writing and Editing, Inc. He received his BFA from the Dramatic Writing Program, Tisch School of the Arts (NYU). Gary has collaborated on numerous books, including Playing Dead (with Monique Faison Ross), Wealth Made Easy (with Dr. Greg S. Reid), and Creating Sales Stars (with Stephan Schiffman). He lives in Fairfield, Connecticut, with his family and two cats. Gary Krebs is a longtime book publisher, author, and editor with three decades of publishing experience. Gary Krebs is a longtime book publisher, author, and editor with three decades of publishing experience.

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