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- Creators: Computer Science and Engineering Program
- Member of: Barrett, The Honors College Thesis/Creative Project Collection
- Resource Type: Text
- Status: Published
To bridge the gap between the growing sales industry there is the ability to properly train Millennials so they are successful and stay within their roles longer. By attacking this problem from a university level by strengthening sales programs as well as having employers understand and respond to needs of the Millennial generation, this will create an overall successful Millennial salesperson that will stay with their employer long term.
Strengths and weaknesses of this generation are also important to understand. Millennials are known to be tech-savvy, open-minded, collaborative, and connected, resourceful networkers. They also carry weaknesses and stereotypes of being lazy, lacking communication skills, impatient, entitled, and demanding of feedback and work flexibility. From an employer, they expect a large salary as well as a good culture, manager feedback, a mentor, work-life integration, an employer with a social responsibility mindset, and a sense of purpose.
An analysis of 12 sales programs at various universities across the country helped to understand what is being taught and offered to students as well as commonalities and differences that make a strong sales program. Commonalities among these programs include, about 250+ students, high job placement, sales labs, hosting and competing in sales competitions, and a desire to expand and grow their programs. Unique aspects of various programs were partnerships with the sales industry, hosting fundraisers, student ambassadors for the sales program, CRM courses, and internships and competition requirements.
Primary research was conducted to understand various sales development programs from companies in the sales industry. The 12 companies that participated in this research were from Arizona State University’s Sales Advisory Board. These companies completed a survey that provided detailed information of their onboarding and training process as well as their opinions of Millennial employees.
From this research, recommendations were formed for employers,
• creating a collaborative and innovative culture
• A mentorship program
• work flexibility
• continuous learning
• sense of purpose
As for Arizona State’s Sales Program, recommendations include,
• a mentorship program between Sales Scholars and the Sales Advisory Board
• creating a sales lab
• implementing CRM curriculum in classes
• continued support from the Board and alumni of the sales program
With the rapid increase of technological capabilities, particularly in processing power and speed, the usage of machine learning is becoming increasingly widespread, especially in fields where real-time assessment of complex data is extremely valuable. This surge in popularity of machine learning gives rise to an abundance of potential research and projects on further broadening applications of artificial intelligence. From these opportunities comes the purpose of this thesis. Our work seeks to meaningfully increase our understanding of current capabilities of machine learning and the problems they can solve. One extremely popular application of machine learning is in data prediction, as machines are capable of finding trends that humans often miss. Our effort to this end was to examine the CVE dataset and attempt to predict future entries with Random Forests. The second area of interest lies within the great promise being demonstrated by neural networks in the field of autonomous driving. We sought to understand the research being put out by the most prominent bodies within this field and to implement a model on one of the largest standing datasets, Berkeley DeepDrive 100k. This thesis describes our efforts to build, train, and optimize a Random Forest model on the CVE dataset and a convolutional neural network on the Berkeley DeepDrive 100k dataset. We document these efforts with the goal of growing our knowledge on (and usage of) machine learning in these topics.