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Jack Falvey - “How the Best Get Better in Sales”

8/6/2019

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We May all be in the iGen Now.


Generations have always been stereotyped. The greatest generation was viewed famously by Brits as: “Over paid, over sexed and over here!” The Age of Aquarius gave us color, the acceptance of a drug culture and now geriatric man buns! Greed gave us billionaires now turned politicians.
Born in the hands of Steve Jobs on June 29th 2007 at 3:00 p.m. the “Me Myself and iGeneration” worships its pocket tin gods 80 plus times a day as they pray to their ubiquitous iPhones. It is as we now know a transmittable affliction.
  We all have sipped their smart phone Kool Aide.
I’ve faced iGens and their pocket gods in class for several years. The term is somewhat elastic. Here is what I’ve discovered; they actually thrive on hard work. Long hours will come. They need not study globalization because they have been there. Internships in Singapore are not uncommon. They believe telephones are intrusive! “Hold my calls Miss Jones!” has now reached universality. They may be right! They make text appointments to call someone!
They multitask and will eventually learn to break that habit. They color between the lines obsessively as they have lived a rule based structured existence. They manage time perfectly. They have to learn that there are no more due dates. Everything is now!
Instead of five year career plans they have life plans. Life will fix that easily. They are masters of everyday technology and are early adopters, but fail to use it to learn or check facts.
Every previous generation has out lived its predecessors. That will not change. Why not make life easier all the way around and seek common ground. Meet them midway. There is no need to drag everyone to Friday afternoon beer blasts. Sending juniors to trade shows or letting them travel as part of a management team builds character. Try not to assign them to answer their dreaded phones. That should be a mid-level task anyway, as in-depth organizational knowledge is required. Dialing for dollars in sales could be a later career assignment after meeting prospects face to face for a year or two! The buddy system has worked for the Boy Scouts in water safety for years. One to one is better than a group. Medical schools have always taught surgery that way; see one, do one, teach one! We learn best from slightly senior peers rather than senior citizens. Non-commissioned officers have successfully run the United States Marine Corp and have adjusted to this generation without compromising their mission or traditions. Youth is malleable. They are just as success oriented and flexible as those before them. Forget the cultural quirks and just substitute common sense norms. No screens or iWatchs in class will easily transition to no screens in meetings. Eye contact can be learned as a result. Ford instituted that rule for executive committee meetings. Don’t site sources, but be sure you have them if challenged. American Icon, Hoffman.
My students can write and therefore can think. They accept grading. Grading is a grind, but that’s what big management bucks are paid for. Send things back for re-dos. That will be appreciated rather than resented. Encourage questions by asking questions. Listening is an underdeveloped management talent.
The old methods, slightly modified work well in today’s immerging culture. You don’t have to text your annual report. It is already on line. You may be further than half way home already. Do not roll your eyes! Treat the newcomers as you would have liked to have been treated. You were once a naive twenty something. Think back, but don’t refer back. Strike; “back in the day” from your vocabulary! They now have news feeds, we had headlines. We read books they have blogs. We listened to radio, they have podcasts. Music has always been a generational culture challenge. It always will be.
We need talent to grow organizations. They have talent and want to grow in organizations. They have to learn how to shake hands! Marines all have to learn how to salute. All this has always worked itself out. You can be a little more understanding than a drill instructor. How much is a judgement call. In all cases you have good material to work with. Work on it. Stereotypes are just that.
I have yet to meet one.
Jack Falvey is an adjunct teacher at Boston College 
 

Jack Falvey
World Headquarters 603 432 5715
www.MakingTheNumbers.com
22 Cortland Street
Londonderry, New Hampshire 03053
USA

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    Authors

    Principal author is Tom Terlizzi  VP at GM Systems a Management and Technology consulting firm, providing Business & Strategic plans, Acquisitions, Marketing & Sales strategy, Product development for electronics, microelectronic and proposal support. Various guest author on technology, sales, management and manufacturing topics are also presented. Additional topics  political or special interest in nature may be added

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