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MYTHBUSTING
MILLENNIALS
  Separating fact from fiction
  for managing Gen Y Sales Reps
This Ebook
                               explores the biases, prejudices and opinions around how
                               different Generation Y workers are from the remainder of the
                               current workforce.

                               We opted to take a “Mythbusters” approach to testing 7
                               preconceptions. We were looking for statistically significant
                               results that either confirmed or busted these notions. It was a
                               fun exercise and we hope you both enjoy the data and find
                               our results useful!




                                             Steve Richard                     Trish Bertuzzi
                                             Co-Founder                        President
                                             Vorsight                          The Bridge Group




© 2012 Vorsight & The Bridge Group, Inc.                                                    2
Formatted to fit your screen
                               NOTE: This is a small excerpt from a larger ebook.

                               You can find the full version here:
                               http://blog.bridgegroupinc.com/Managing-Gen-Y




© 2012 Vorsight & The Bridge Group, Inc.                                            3
Our research
                                We surveyed 983 Inside Sales reps on their current roles,
                                motivations, needs & future plans. The survey was arranged
                                with three demographic questions, five factor ranking
                                questions, two dichotomous questions, and two open-ended
                                questions for a total of twelve. The participants broke down as
                                follows:


    Which generation do you belong to?                            What’s your current role?

                                                              Closing business
                                                                                                    50%
    Boomer (1946-1964)              23%                       (individual quota)
                                                                           Lead
                                                                                              28%
                                                        generation/qualification
Generation X (1965-1979)                          43%
                                                          Team selling (shared
                                                                                        14%
                                                                        quota)

Generation Y (1980-2000)                    34%
                                                                          Other    8%




 © 2012 Vorsight & The Bridge Group, Inc.                                                           4
“ They crave attention
       3                         in the form of
                                 constant feedback
                                 and guidance.     ”


© 2012 Vorsight & The Bridge Group, Inc.               5
Mythbusting Millennials




             Gen Y has been said to be on a quest for mentors and new challenges. According to
             the preconception, Gen Y is looking for continuous feedback and the ability to learn
3            and master new skills.

             We asked, “What are the top 2 things that motivate you professionally?” Our
             expectation was that Gen Y would indicate:
                   •     “More autonomy” less frequently than Gen X or Boomers
                         -and-
                   •     “Access to executive management/mentors” more frequently than other
                         generations.

             And…bingo. That’s exactly what we found.

                                         What motivates you professionally?

                                                                                     24%
                             More autonomy                               18%               Boomer
                                                             10%                           Gen X
                                                                                           Gen Y
                                                        8%
                        Access to executive                        12%
                       management/mentor(s)
                                                                               21%




© 2012 Vorsight & The Bridge Group, Inc.                                                            6
Mythbusting Millennials




             Further, we asked, “What are the top 2 things the company can do to make you
             more successful?” We expected Gen Y to respond “Better mentoring/coaching” at
3            much higher rates.

             The data again supported our expectations.

                                   What can the company do to make you more
                                                  successful?
                                                                                  Boomer
                                                                   26%
                       Better mentoring/coaching                    28%           Gen X
                                                                           39%    Gen Y




             Mentoring is a powerful tool for increasing both performance and retention.
             Management Mentors recently shared several statistics on corporate mentoring:
                   •   Promotion: 75% of executives point to mentoring as playing a key role in their
                       careers
                   •   Productivity: Managerial productivity increased by 88% when mentoring was
                       involved, versus only a 24% increase with training alone




© 2012 Vorsight & The Bridge Group, Inc.                                                         7
Mythbusting Millennials




                   •   Retention: 77% percent of companies report that mentoring programs were
                       effective in increasing employee retention; 35% of employees who do not receive

3                      regular mentoring look for another job within 12 months.
                       (Source: American Society of Training & Development-ASTD)


             The problem is that in this day and age, and while under pressure to do more with
             less, mentoring and coaching often falls to the bottom of Sales Leaders’ lists.

             Where does it rank in importance in your organization? Now, based on what you just
             learned, where should it rank?

             It is interesting to note that, through official channels or not, Gen Y are finding role
             models and mentors.

                                    In your current role, do you have a role model
                                                      or mentor?

                            Boomer


                              Gen X                                                       Yes
                                                                                          No
                              Gen Y

                                      0%     20%      40%      60%       80%      100%




© 2012 Vorsight & The Bridge Group, Inc.                                                                8
They crave attention
       3                         in the form of
                                 constant feedback
                                 and guidance.      ”
                           Key takeaway: Mentoring Matters




© 2012 Vorsight & The Bridge Group, Inc.                     9
If you enjoyed this preview,
                               you can find the full version here:
                               http://blog.bridgegroupinc.com/Managing-Gen-Y




                                             Steve Richard                     Trish Bertuzzi
                                             Co-Founder                        President
                                             Vorsight                          The Bridge Group

                                             https://twitter.com/#!/           https://twitter.com/#!/
                                             srichardv                         bridgegroupinc




© 2012 Vorsight & The Bridge Group, Inc.                                                      10

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Managing Gen Y Sales Reps (Preview)

  • 1. MYTHBUSTING MILLENNIALS Separating fact from fiction for managing Gen Y Sales Reps
  • 2. This Ebook explores the biases, prejudices and opinions around how different Generation Y workers are from the remainder of the current workforce. We opted to take a “Mythbusters” approach to testing 7 preconceptions. We were looking for statistically significant results that either confirmed or busted these notions. It was a fun exercise and we hope you both enjoy the data and find our results useful! Steve Richard Trish Bertuzzi Co-Founder President Vorsight The Bridge Group © 2012 Vorsight & The Bridge Group, Inc. 2
  • 3. Formatted to fit your screen NOTE: This is a small excerpt from a larger ebook. You can find the full version here: http://blog.bridgegroupinc.com/Managing-Gen-Y © 2012 Vorsight & The Bridge Group, Inc. 3
  • 4. Our research We surveyed 983 Inside Sales reps on their current roles, motivations, needs & future plans. The survey was arranged with three demographic questions, five factor ranking questions, two dichotomous questions, and two open-ended questions for a total of twelve. The participants broke down as follows: Which generation do you belong to? What’s your current role? Closing business 50% Boomer (1946-1964) 23% (individual quota) Lead 28% generation/qualification Generation X (1965-1979) 43% Team selling (shared 14% quota) Generation Y (1980-2000) 34% Other 8% © 2012 Vorsight & The Bridge Group, Inc. 4
  • 5. “ They crave attention 3 in the form of constant feedback and guidance. ” © 2012 Vorsight & The Bridge Group, Inc. 5
  • 6. Mythbusting Millennials Gen Y has been said to be on a quest for mentors and new challenges. According to the preconception, Gen Y is looking for continuous feedback and the ability to learn 3 and master new skills. We asked, “What are the top 2 things that motivate you professionally?” Our expectation was that Gen Y would indicate: • “More autonomy” less frequently than Gen X or Boomers -and- • “Access to executive management/mentors” more frequently than other generations. And…bingo. That’s exactly what we found. What motivates you professionally? 24% More autonomy 18% Boomer 10% Gen X Gen Y 8% Access to executive 12% management/mentor(s) 21% © 2012 Vorsight & The Bridge Group, Inc. 6
  • 7. Mythbusting Millennials Further, we asked, “What are the top 2 things the company can do to make you more successful?” We expected Gen Y to respond “Better mentoring/coaching” at 3 much higher rates. The data again supported our expectations. What can the company do to make you more successful? Boomer 26% Better mentoring/coaching 28% Gen X 39% Gen Y Mentoring is a powerful tool for increasing both performance and retention. Management Mentors recently shared several statistics on corporate mentoring: • Promotion: 75% of executives point to mentoring as playing a key role in their careers • Productivity: Managerial productivity increased by 88% when mentoring was involved, versus only a 24% increase with training alone © 2012 Vorsight & The Bridge Group, Inc. 7
  • 8. Mythbusting Millennials • Retention: 77% percent of companies report that mentoring programs were effective in increasing employee retention; 35% of employees who do not receive 3 regular mentoring look for another job within 12 months. (Source: American Society of Training & Development-ASTD) The problem is that in this day and age, and while under pressure to do more with less, mentoring and coaching often falls to the bottom of Sales Leaders’ lists. Where does it rank in importance in your organization? Now, based on what you just learned, where should it rank? It is interesting to note that, through official channels or not, Gen Y are finding role models and mentors. In your current role, do you have a role model or mentor? Boomer Gen X Yes No Gen Y 0% 20% 40% 60% 80% 100% © 2012 Vorsight & The Bridge Group, Inc. 8
  • 9. They crave attention 3 in the form of constant feedback and guidance. ” Key takeaway: Mentoring Matters © 2012 Vorsight & The Bridge Group, Inc. 9
  • 10. If you enjoyed this preview, you can find the full version here: http://blog.bridgegroupinc.com/Managing-Gen-Y Steve Richard Trish Bertuzzi Co-Founder President Vorsight The Bridge Group https://twitter.com/#!/ https://twitter.com/#!/ srichardv bridgegroupinc © 2012 Vorsight & The Bridge Group, Inc. 10