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 Mine their tech savvy Millennials crave feedback, flexibility, and opportunities to grow. Creating Sales Stars shows how to give them what they need—and achieve the results you want.

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9780814439388

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Stephan Schiffman(New York, NY) 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. Gary M. Krebs(Fairfield, CT), founder of GMK Writing and Editing, Inc., is a writer, literary agent, and longtime business book publisher who has managed large teams. He is coauthor of Greg S. Reid's The Wealth Hackers. He recently completed his novel, Little Miss of Darke County: The Secret Origins of Annie Oakley.

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