Generational DNA for the Sales Organization

In B2B organizations, the relationship between the buyer and the seller is critical. Revenue depends on it. And yet, we see growing generation gaps as decision makers tend to be Boomers and Traditionalists, while over 50% or more of college graduates—Gen Ys—go into Sales. Generational DNA offers products and services that help sales organizations close the gap:

• Assess the impact of generation gaps between your sales reps and your customers/prospects, then react and coach to bridge the gaps
• Assess the “GAPtitude” of your sales people—their ability to sell across generations 
• Understand how each generation buys in order to adapt their sales and marketing approach 
• Plan a sales strategy and communications approach based on generational preferences 
• Adapt value propositions and messages to the different generations of buyers 
• Train, coach, and motivate each generation of sales rep

Selling Gaptitude Assessment™

The Selling Gaptitude Assessment™ determines if gaps in generation skills are costing you prospects and deals. With sales rep and buyer often more than two generations apart, the generational disparities can have disastrous results on your sales cycles, selling price, and close rates. Using proprietary assessments, audits, and other analyses, the sales function will have a clear picture of their strengths, limitations, lost opportunities, and a complete plan to address these issues.

GenDNA Sales Skills Workshop

The generations buy differently, even in B2B scenario. Our review of the research shows that each generation of decision-maker varies in when/how they participate in the buying cycle, what resources they use to make decisions, the selling approach they prefer, and the communication channels they use at each stage of the sale. In this workshop, we help sales people apply that generational buying knowledge to their sales activities, building the skills to sell to any generation of buyer.

Formats:

• Live workshop with reinforcement modules from Learning Burst
• Webinars and Learning Bursts 
• Selected modules via Learning Bursts

GenDNA Sales Coaching for the Generations

Generational differences create a great deal of frustration between managers and employees, and sales is no different. The generational differences are exacerbated in Sales because most sales organizations are not centralized geographically—sales people are spread across the state, nation, world, and are often “untethered” in meetings and travel. Successfully coaching a multi-generational sales team requires you to understand their motivations and needs, as well as master the most effective communications tools and messages for each generation.

Sales Kickoff and Keynote Speaking