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Bridge generation gaps

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Your millennial sales force may be driven and enthusiastic about their jobs. However, if they sell to different generations, they may need specialized training. Make them step outside of their norm and learn what makes an impact on baby boomers. Teach your millennials to become masters of the boomers’ preferences with these tips:

  • Examine the differences with them. Open your millennial employees’ eyes to boomers’ preferences. Encourage them to call or meet in person, rather than completing all communication electronically.
  • Teach them to know their customer. Boomers like to be known and well-served. Teach your employees ways to get personal and glean information that’s useful for making the sale.
  • Help them change their focus. Though your sales force may be focused on illustrating efficiency, boomers may want to take it slow. Teach millennials to be patient.

— Adapted from “When Your Employees Are Millennials and Your Customers Are Boomers,” Tom Borg, www.entrepreneur.com.

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