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Developing Millennials For Future Sales Careers

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The millennial generation is quickly solidifying its place as the dominate generation within the workforce. As millennials transition through workplace hierarchy it is essential organizations understand how to properly develop incoming talent. This is especially important within sales as the

The millennial generation is quickly solidifying its place as the dominate generation within the workforce. As millennials transition through workplace hierarchy it is essential organizations understand how to properly develop incoming talent. This is especially important within sales as the opportunity cost for hiring and developing new sales professionals is much higher compared to other professions. Downward trends in millennial retention rates is also a strong contributing factor to the importance of understanding the millennial generation. This paper aims to identify key concepts and elements employers should incorporate into their sales training programs in order to better develop millennials entering sales roles. Through an analysis of each generation and sales training a clear framework will be identified to achieve this goal. Analyzing millennials unique strengths and weaknesses will provide the basis for the key areas employers need to focus on when designing their sales development programs. The framework identified is easily adaptable within any organizations as the concepts discussed can be universally applied.

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2017-05

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Camp Carey Scalability

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Camp Carey is an annual freshman orientation program that takes place before the beginning of the semester in late July and early August. As the incoming W. P. Carey classes continue to grow each year, so to does the size

Camp Carey is an annual freshman orientation program that takes place before the beginning of the semester in late July and early August. As the incoming W. P. Carey classes continue to grow each year, so to does the size of Camp. Beginning this project, we looked at potential that we could directly impact the quality of the camp experience, and ensure that Camp remains a memorable and quality experience for all involved. Camp is directed and facilitated every year by W. P. Carey staff members and a group upperclassmen, the camp directors and facilitators. Due to the direct impact that these upperclassmen have on the camp experience, we decided to focus our attention on improving the training provided to these individuals, and to emphasize a process of continuous data collection and improvement. The director training is broken into three modules that focus on risk management, facilitator selection, and facilitator training. Each of the seven exercises in the director training is based on a tool or practice used by modern companies in project management and human resources management. They were designed with three goals in mind: to immediately increase the directors' level of preparedness for Camp, to produce a written record to be used by directors in subsequent Camp seasons, and to provide directors with an introductory level of experience with concepts and tools that will benefit them in their professional careers. The facilitator training portion centers around the creation of a 1 credit, repeatable hybrid course to both reward facilitators, train them in proper conduct and materials for camp, as well as collect valuable feedback from the facilitators. The creation of a larger spring training session, designed to prepare the facilitators for activity facilitation, emergency preparedness, and representing W. P. Carey and ASU, and the implementation of a summer review training session are designed to prepare facilitators to lead the best camp possible. Further, the essays and surveys involved in the class are set up to gather valuable information and feedback from the facilitators for further improving the program year-over-year.

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2017-05

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How to Hire and Train a Digital Logistics Team

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This thesis looks at the digitalization process holistically. It recognizes that for a digitalization initiative to be successful, it takes input from multiple departments and experts from diverse backgrounds. This paper will be evaluating the interconnectivity needed between the supply

This thesis looks at the digitalization process holistically. It recognizes that for a digitalization initiative to be successful, it takes input from multiple departments and experts from diverse backgrounds. This paper will be evaluating the interconnectivity needed between the supply chain and human resources departments to spearhead the creation of a digitalization team. Both sectors must have a firm understanding of the other’s needs, in order to acquire, train, and maintain people who will have the necessary hard and soft skills to develop the digital processes. After conducting extensive research around hiring and training, the researchers identified several best practices that companies can utilize to build a successful digital logistics team. Regarding hiring, companies can improve their current practices by collaborating with universities to create synergy between enterprise needs and college curriculum, as well as utilizing talent acquisition data analytics. They must also employ targeted recruiting strategies to attract high-quality talent and create explicit and attractive job postings. In addition to hiring, companies must also continuously improve their training initiatives to ensure their team’s success. In order to do so, firms should conduct training needs analysis, personalize training using technology, offer non-traditional learning modalities, provide holistic supply chain training, and create a learning culture.

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Date Created
2021-05

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The effectiveness of Relationship Sales Versus Network Sales in the Financial Services Industry

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The insurance industry consists of financial advisors planning for individual’s financial future through defensive investments that will payout in case of something happening to a person’s greatest asset—themselves. Each financial advisor is mandated to pass a professional exam to receive

The insurance industry consists of financial advisors planning for individual’s financial future through defensive investments that will payout in case of something happening to a person’s greatest asset—themselves. Each financial advisor is mandated to pass a professional exam to receive their license in order to take in clients in each state. There is a process in which clients are serviced and sold on different products of insurance. Advisors need to consider client needs and service them with products are in their best interest and within financial reason. <br/> To sell a product you must have clients, and the way that financial advisor receive clients are generally through two ways: company provided or their own connections. At the end of the day, the goal is to get in front of more people and expand you circle. In that sense, there are two common way people address this expansion of circles and that is build relationships versus networking. The goal of this paper is to dive deep in the insurance industry and analyze the sales process when comparing the difference in selling through building relationships versus selling through networking.<br/> The research plan I have in mind start from researching background and history, to current practices environment, to method process solutions. In the initial stages of my research, I will focus on background and history of the financial services industry in terms of sales and insurance. This will address insurance sales processes in the financial services industry and its features as well as benefits. After explaining the step by step process and potential results of the sales process in the insurance industry, I will start researching current environments of the industry. This will explain the history, key theoretical elements, and significant events of the industry. <br/> The history of the background will set stage for me to address situational challenges in the business based on my own experience to which I will do research to find plausible sales process solutions when comparing relationship sales to networking sales. This research will then be synthesized with my own experimental solutions as I work in the industry, which will help me complete chapter 4 and 5 of my theses – Methods and Execution of Results.

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Date Created
2021-05