How to Motivate Millennials and Gen Y Salespeople

A business that has mastered how to motivate its sales team will perform way better than the competition. It will generate more high-value opportunities, convert them and retain highly profitable accounts. That is why every sales manager, business owner, and HR manager seeks to get the best motivation strategies for their business. One determinant that has been observed is the generational structure of a sales team. Generation X, mainly motivated by pay packages and financial incentives, is exiting the market.

Enters Millennials and Gen Y

The emergence of Millennials and Gen Y as dominant forces in the workforce demands a fresh perspective on sales motivation strategies. We will use Herzberg’s theory of motivation to appreciate how we can excel in motivating salespeople from these generations.

A Dual Perspective on Motivation

Herzberg's two-factor theory illuminates the dual nature of motivation, categorizing it into motivators and hygiene factors.

Hygiene factors are extrinsic elements linked to the job's surroundings, which can lead to job dissatisfaction. Conversely, ?motivators are intrinsic factors directly tied to the job, igniting job satisfaction.

Millennials and Gen Y are motivated more by intrinsic factors (motivators). ?However, this is only possible once the hygiene factors (demotivators) have been addressed. ?

?Here are some ideas that can help you create a motivating environment for your millennial and Gen Y salespeople.

?Clean up the Hygiene

1. Company Policy and Administration: Millennial and Gen Y sales professionals need clarity on their roles and responsibilities, fostering a sense of purpose. Transparent and fair policies are essential for instilling confidence.
2. Supervision: Supportive guidance and training are pivotal. By offering effective mentorship, you enable them to grow, excel, and feel valued within the organization.
3. Compensation: Aligning their remuneration with industry standards ensures they feel respected for their contributions.
4. Interpersonal Relations: Positive relationships are a cornerstone. Building camaraderie and fostering a collaborative environment can significantly enhance their motivation and engagement.
5. Working Conditions: Providing a safe and conducive work environment, and well-equipped enables them to perform at their best.

?Harnessing Motivators

1. Achievement: Craft challenging yet attainable goals to stimulate a sense of accomplishment. Celebrating milestones, big or small, reinforces their dedication.
2. Recognition: Regularly recognizing their contributions to affirm their value. Feeling appreciated ignites their enthusiasm and spurs them to achieve more.
3. The Work Itself: Designing roles that are interesting and challenging fosters engagement. You can amplify their sense of purpose by connecting their efforts to customer impact.
4. Responsibility: Empowering them to make decisions nurtures a sense of ownership. When they feel trusted to shape outcomes, their motivation soars.
5. Growth and Development: Offering continuous learning opportunities aligns with their thirst for growth. Providing avenues for skill development enriches their experience.

?Embrace a New Era of Motivation

The days of relying solely on financial incentives are behind us; it's time to embrace a new era of motivation that resonates deeply with the aspirations of Millennials and Gen Y.

It's time to take action and integrate these insights into your motivation strategies, crafting an ecosystem that propels your millennial and Gen Y sales professionals to higher performance and productivity. ?Transform your workplace into a nurturing space that fosters not only professional growth but personal fulfillment as well.