Why Hiring Millennials in Sales can be the Right Move

“I can’t find any good salespeople out there. I even tried to hire some young college kids and that was a mistake,” says Matt, who is a sales director. “I hired a few of them and they just aren’t engaged. They just seem bored.”

Well, they probably are bored. Today, this age bracket looks at things completely different from some of us more experienced in business. 

According to a study from the University of North Carolina’s Kenan-Flagler Business School and the Young Entrepreneur Council, millennials are highly ambitious, with a majority of them placing an importance on jobs with chances for career progression and personal growth, as well as freedom and flexibility. Millennials prioritize value and meaning in their work over money – if their jobs are aligned with their passion, they will go the extra mile.

We need to take another look at whom we hire, how we hire and how we train. Our interactions with millennials need to be interactive and fluid. 

This generation has had more freedom, which they crave. If you try to put them into your corporate “box,” you will probably fail.

The Entrepreneurial Spirit   

Business leaders want creative thinking, drive and some level of risk-taking. Unfortunately, they often are unwilling to make internal changes to create that type of environment, which is especially important to attract and retain millennials.

I have been trying to get organizations to hire salespeople that can be “intrepreneurs,” employees with a true creative entrepreneurial spirit. To obtain this, it is important to give these hires an environment in which they can thrive. 

Characteristics that are most often associated with entrepreneurs are: motivated, creative, initiative and risk-taking. They tend not to fit inside the rules and often bend them to make things happen. Do we want these characteristics in our sales organization? You bet.

Create the Right Environment

So what do we do? Here are some changes you’ll need to make in order to find millennials and create an environment in which they can succeed:

” Look on social media for candidates – LinkedIn, Facebook, Twitter, Instagram and Glassdoor.

” Create a casual, open environment that encourages communication and out-of-the-box ideas. Be open to changing the rules if there is a different way of doing something.

” Let them communicate with technology, even if you wouldn’t. Their first choice may be to put something in electronic form and not in person – let it happen.

” Use flex-schedules. Don’t hold them to a 9-to-5 schedule or require them to check into the office. Give them a goal and very long leash to get there.

Make sure you are creating this environment. Today, this generation checks you out in lots of different ways, such as via critiques on Glassdoor. 

Millennials are much more productive than they are given credit for. They know how to use technology efficiently. They are committed when their contributions and ideas are encouraged and recognized. They are also superior at communicating your brand. These make them natural recruiters for top talent. 

There are lots of good reasons to hire them. ?

Greta Schulz is president of Schulz Business, a sales consulting and training firm. She is a best-selling author of “To Sell is NOT to Sell” and works with Fortune 1,000 companies and entrepreneurs. For more information or free sales tips, go to schulzbusiness.com and sign up for “GretaNomics,” a weekly video tip series, or email sales questions to greta@schulzbusiness.com.

You May Also Like

State Legislature Drops the Job Growth Ball

By Gary Press   With Florida facing historically high unemployment because of the COVID-19 pandemic, one would think our state government would be pulling out all of the stops to

Rethinking Sales Today

Today, more organizations increasingly are facing more competition, rapidly changing technology, slower market growth and less product differentiation. This trend requires business development professionals to manage more accounts, build stronger

The Future of the Office

[vc_row css_animation=”” row_type=”row” use_row_as_full_screen_section=”no” type=”full_width” angled_section=”no” text_align=”left” background_image_as_pattern=”without_pattern”][vc_column width=”2/3″][vc_column_text] As I talked to my many office tenants in the first few weeks of the national shutdown, they were pleasantly surprised

Is your sales manager managing time well?

Is your sales manager balancing priorities properly? How do you know? Today a big question faced by most executives is, what is my sales manager doing and what should he

Other Posts

And Justice For All

By Monica St. Omer   Monica St. Omer has been working with me for eight years. She is my right-hand but so much more. She is a wonderful soul who

Keeping us connected

As a company that doesn’t directly serve the general public, SBA Communications might be called the quiet giant of the South Florida business scene even thought it’s on the S&P

Lessons learned

As I write this column, South Florida has yet to enter into a phase one reopening, lagging the rest of the state. I hope readers and their businesses are negotiating

Home-based work becomes a new normal

By Jennifer Flanagan Widespread office closures in the wake of the COVID-19  pandemic sent millions of white-collar employees home to work. This left the employees and their managers, some of

Drew Limsky

Drew Limsky



Drew Limsky joined Lifestyle Media Group in August 2020 as Editor-in-Chief of South Florida Business & Wealth. His first issue of SFBW, October 2020, heralded a reimagined structure, with new content categories and a slew of fresh visual themes. “As sort of a cross between Forbes and Robb Report, with a dash of GQ and Vogue,” Limsky says, “SFBW reflects South Florida’s increasingly sophisticated and dynamic business and cultural landscape.”

Limsky, an avid traveler, swimmer and film buff who holds a law degree and Ph.D. from New York University, likes to say, “I’m a doctor, but I can’t operate—except on your brand.” He wrote his dissertation on the nonfiction work of Joan Didion. Prior to that, Limsky received his B.A. in English, summa cum laude, from Emory University and earned his M.A. in literature at American University in connection with a Masters Scholar Award fellowship.

Limsky came to SFBW at the apex of a storied career in journalism and publishing that includes six previous lead editorial roles, including for some of the world’s best-known brands. He served as global editor-in-chief of Lexus magazine, founding editor-in-chief of custom lifestyle magazines for Cadillac and Holland America Line, and was the founding editor-in-chief of Modern Luxury Interiors South Florida. He also was the executive editor for B2B magazines for Acura and Honda Financial Services, and he served as travel editor for Conde Nast. Magazines under Limsky’s editorship have garnered more than 75 industry awards.

He has also written for many of the country’s top newspapers and magazines, including The New York Times, Washington Post, Los Angeles Times, Miami Herald, Boston Globe, USA Today, Worth, Robb Report, Afar, Time Out New York, National Geographic Traveler, Men’s Journal, Ritz-Carlton, Elite Traveler, Florida Design, Metropolis and Architectural Digest Mexico. His other clients have included Four Seasons, Acqualina Resort & Residences, Yahoo!, American Airlines, Wynn, Douglas Elliman and Corcoran. As an adjunct assistant professor, Limsky has taught journalism, film and creative writing at the City University of New York, Pace University, American University and other colleges.