The Coaching Effect Blog

Sales Coaching: Millennials and McDonalds

Posted by Will Kloefkorn

November 21, 2015

If Millennials can knock McDonalds from the top of the fast food hierarchy, is any business safe from their wrath? In this Wall Street Journal article, the author points out why McDonalds is losing its luster with younger consumers and the findings are quite intriguing to say the least. To be honest, I often think the hyperbole that comes along with generational differences is sometimes overblown. I also believe that while my generation, the millennials, are misunderstood at times, it is incumbent upon us to understand why older generations feel and act the way they do. Understanding generational differences should always be a two way street. However, given the fact that Millennials will make up roughly 70% of the workforce by 2020, this topic is not going anywhere fast. What does this mean for sales departments and sales coaching? Well, a lot quite frankly, but for the sake of this blog I am going to focus on two critical quotes from the article above.

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Topics: Millennials, sales manager, sales manager coaching, sales coaching

How to Manage Your Millennials

Posted by Anna Schott

November 7, 2014

There’s currently been a shift in the workplace. That shift began when what is usually referred to as Millennials, or sometimes called Generation Y, entered the workforce. Being born around 1982-1996 this generation was raised during a period where a different set of values toward work and life were created. These values differ from the previous generation such as an expectation for quick advancement and hopping from one organization to the next. Keep in mind this is also a generation who came of age during a financial crisis with a harsh economic climate and know the struggles that came with it.

Managing this generation can be a struggle but as the EcSell Institute firmly believes and proves to be true, nothing impacts performance more than coaching. Today it is true that sales managers must be equipped to deal with any generation within their team. Creating a team with different ages and backgrounds is advantageous and something to strive for when hiring, but these individuals also learn, act, work, communicate and understand things differently. They’re motivated differently so there needs to be less emphasis devoted to what sales people do or don’t do right as opposed to how each individual functions.

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Topics: Millennials, managing millennials, millennials in the workplace

Sales Coaching and your 20's

Posted by Will Kloefkorn

July 24, 2013

If you go to the new and improved EcSell Institute Facebook page, you will see an article from Forbes titled 20 Things 20-Year Olds don’t get. It is a good read and if you are a sales leader that has the honor of coaching the Millennial generation you will likely relate with this list. However, our 21 year old Marketing Intern astutely points out on our page that this article is a good read for beginners as well as experts – touché young Millennial. Believe this much, Hannah is absolutely correct. Being thirty one, I too am a Millennial albeit a veteran one. I just graduated from my 20’s so a lot of lessons on the list are very fresh in my mind. Perhaps the most important lesson I learned in the last decade is that humility is an amazing quality to learn, especially in a career such as sales where the losses and lessons are plentiful.


My favorite item from the list that 20-Year Olds don’t get was this – People matter more than Perks. Not when I was 22 and fresh off of taking over the world by obtaining my College degree they didn’t. Perks were cool and so was I (or so I thought). The author Jason Nazar explains by saying, “It’s so trendy to pick the company that offers the most flex time, unlimited meals, company massages, game rooms and team outings.  Those should all matter, but not as much as the character of your founders and managers. Great leaders will mentor you and will be a loyal source of employment long after you’ve left.  Make a conscious bet on the folks you’re going to work for and your commitment to them will pay off much more than those fluffy perks. Like Hannah, Jason is absolutely correct as well.

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Topics: Millennials, Leadership Development, sales leader, sales coaching, coaching

Millennials Increase the Importance of Coaching

Posted by Kristi Shoemaker

April 4, 2012

Sales force composition is changing: as companies hire millennials (also know as Generation Y) the generational diversity inside your sales forces is expanding. This trend introduces several significant challenges – How do you engage millennials / Gen Y sales reps? How do you motivate them? And, how are their interests and needs alike and different than the rest of the sales team?

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Topics: Millennials, Sales Manager Tips, sales coaching

"How Do I Get Through to Gen Y?!" Start with Purpose

Posted by Kristi Shoemaker

January 11, 2012

At our upcoming Sales Coaching Summit we will kick off the conference on Tuesday evening with a session titled "Crossing the Generational Divide: Leveraging the Power of Generations™ for Your Strategic Advantage". In preparation, here is a article that addresses how managers can relate better with Generation Y, also knows as the Millennial Generation. The biggest complaints we hear about the Millennial Generation are generally variations on two themes, and are always delivered in an exasperated tone: “How do I get through to them?” and “How can I get them to understand what I need or what I want them to do?”. The article "How Do I Get THROUGH to Them …?’ Connecting With Gen Y"  written by gives you some salient direction on managing and leading this new employee.

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Topics: Sales Coaching Summit, Motivating Sales Team, Millennials

Managing Millennials Part 3: Selling "Selling" to Millennials

Posted by Kristi Shoemaker

November 7, 2011

When talking to sales managers, the most frequent complaints about the Millennial generation are that they don't want to work hard (pay their dues), and they don't appreciate the opportunity a sales career can provide. These sales managers feel they have their backs to the wall. They know they need to hire new reps because their senior people are getting ready to retire, but they can't attract the right kind of young people to the career. Here are three suggestions to help senior sales managers make the sales career attractive to young people.

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Topics: sales producer, Employee engagement, Motivating Sales Team, Millennials

Managing Millennials. 3 Critical Management Behaviors You Need

Posted by Kristi Shoemaker

October 26, 2011

Millennials are expected to compose 47 percent of the workforce by 2014, so you can’t choose to just ignore them. They bring a lot of new ideas to the table and are well trained in new practices, but quitting is always an option for them. Career advancement is no longer the top priority; instead, happiness is their primary focus. If they cannot get that with one company, they typically have no problem seeking it out from another. High employee turnover is really harmful in a tattered economy. It means more training and less actual work done. This article was written by  CEO, Here are the highligths from her recent post titled "3 Ways To Prevent Millennial Burnout"

Here are three ways to keep your millennial workers from burning out.

1. Provide short-term projects and instant gratification

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Topics: sales producer, Employee engagement, Motivating Sales Team, Millennials

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