Coaching The Millennial Salesforce – (Part 2)

Welcome to Part 2 as we discuss some coaching considerations when working with millennial clients. Please feel free to share your ideas. You can read Part 1 here.

Based on my extensive coaching experience with millennial sellers, the following suggestions will enhance the value you bring to your coaching activities.

  • Explain the value of what you are asking them to do in very clear terms and get agreement to its value.
  • Frequently seek feedback to ensure that they define value in the coaching interactions the same way that you do.
  • Provide a clear roadmap of what you are going to work on during the coaching session, and communicate what the expectations are for them. In other words, they need to understand, “What does success look like?”
  • The use of online tools and graphics is very effective in communicating key learning objectives. Micro-learning exercises like quizzes, for example, are very effective techniques to use. They allow for bite-sized information to be delivered and for instant feedback to be communicated. As a matter of fact, in general, gamification is a powerful delivery method to keep your millennial coaching clients engaged.
  • Feedback needs to be delivered in bite-sized portions. What do I mean by this buzzword, which has historically been a B2B marketing term? It is all about content that is short, concise and relevant. Even better, it should be memorable. Think infographics, 30 second viral You Tube videos, and blog posts that have impact.
  • Feedback needs to be provided immediately for it to be effective. What the client did well is important to reinforce, but what the client could do better is even more important and needs to be emphasized.
  • Millennial clients need to understand that they, too, will need to understand the generational differences of their buyers. These buyers’ attitudes are also affected by cognitive differences, which are generated by environmental differences, and the way information is processed at different ages. However, each individual is still unique, and every seller needs to perfect personalizing each engagement with their buyers.
  • Success stories are a powerful way to provide real life examples that reinforce learning lessons, while at the same time setting realistic expectations. It illuminates the answer to the question: “What is possible?”
  • Questioning is a powerful technique, not only to allow the coach to acquire information, but more importantly, to deliver and reinforce information. Properly executed questioning allows the millennial coaching client to share their point of view and address their need for sharing and expressing their opinions. Also, learning lessons are more easily ingrained by the client when they come to conclusions in their own mind, rather than being told. It is really the primary distinction between instructing and coaching.

I hope you found this post valuable!

This post first appeared on Linkedin.


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Author: Mike Macioci

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