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title
Old School, New School, Motivating Multigenerational Fields
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 Many companies I talk to are at a turning point: their predominantly Gen X sales team, with an “old school” culture, is faced with an influx of Millennial sellers. For sales and compensation leaders, this shift poses a critical question, “How do you design compensation plans and ensure you have the right tools to motivate across generations?” To start, what is pervasive is an expectation for regular feedback and greater access to information. This means having accurate and regular reporting available for the individual, team and management chain to highlight the most relevant information on a user-by-user basis. Generally speaking, millennials thrive off of recognition. Efforts to increase visibility into performance via analytics, reports or stack rankings against peers facilitate that communication and acknowledgement. On top of that, it helps sales teams and sales managers proactively plan for...
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