We are at an unprecedented time in our business history, with four generations of sales staff selling to four generations of buyers. Helping your sales reps understand the differences among generations and how to adapt their whole selling approach and style will increase the pipeline, win more deals and shorten the selling cycle.

In most companies, highly valued at-risk leaders seem to be tolerated in their roles. In my experience over the past 30 years working with leaders, there are key characteristics that help to identify these executives on the brink of derailing from their role and career. Several steps can be taken to determine if the executive is salvageable or just an exercise in futility.

One of the last places to embrace big changes in patterns of behaviors and practices is the Sales function. With the changing demographics, where Boomers are retiring and Millennials are going into sales roles in record numbers, the spotlight is on how sales staffs are rewarded and its impact on performance. What can you do to be sure you motivate your Millennial sales staff? Here are some recommendations.