- Rethink Compensation Packages: Young people want a financial safety net. They favor a higher base pay with a lower proportion of riskier commission pay. The Wall Street Journal cited that the base pay in sales has increased 11.7% from 2010 through 2014 while the variable amount has remained steady. While this demonstrates that the industry is trying to evolve to appeal to Millennials, it is critical for businesses to double down on this and create compensation packages that suit the sales reps of today and tomorrow.
- Sales Is Not 9-5, You Can Be Mobile: Being chained to a desk is the worst fear of Millennials. They are inherently global, mobile and social and are always on the go. Sales positions offer the opportunity to wine and dine clients, attend networking events and meet new people. Furthermore, Millennials despise the corporate America practice of sitting around late just to “show face.” Sales is a great profession because those who meet their numbers will rarely, if ever, be questioned about why they aren’t at their desk. ?
- Their Friends Have $1.3 Trillion per Year to Spend: According to the New York Times, Millennials have $1.3 trillion in annual buying power. That means they can easily tap into their vast network to drive sales from day one.
- They Like Control, In Sales You Control Your Own Destiny: Based on a poll of 5,800 participants in ten countries, media agency network ZenithOptimedia said global consumers aged 18 to 34 have a “fundamentally different approach” to achieving happiness compared to previous generations. As opposed to the “free spirit” attitudes of the Baby Boomer generation, Millennials seek to gain much more control over their lives to obtain happiness. Therefore, sales represents the perfect profession since it offers reps the ability to control their own destiny, their paycheck and in many cases their hours.
- Engage in College Recruiting: Universities are recognizing the viability of careers in sales. In fact, a recent DePaul University survey found that 101 U.S. colleges offered sales curricula in 2011, up from 44 in 2007. With a renewed academic focus on sales, companies now have a real opportunity to work with universities to build a sustainable talent pipeline. ? ?
La lucha por hallar empleados y retenerlos parece agudizarse a tal punto