Generational Differences in Sales Compensation

Chad Albrecht, Mike Ahearne

By the year 2020, millennials will make up an astounding 50% of the workforce. What impact will this have on your salesforce? To find out, we analyzed sales compensation preferences using survey data from 510 salespeople in the U.S., spread evenly across generations from baby boomers to millennials. Our research unearthed a remarkable contrast among groups in how they’re motivated. If you’re planning to design a sales compensation program for a diverse salesforce, this video will ensure you are aware of these contrasts so your plans motivate all generations.

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