Can Gen Y – the “entitled” workers – survive the future?

January 30, 2009

Today’s office is fertile ground for generational clashes and misunderstood mindsets. With people under 30 (known as Generation Y) working alongside middle-aged managers and coworkers, the established older set often finds it difficult to motivate or understand their Gen Y colleagues. Those who’ve had success report that tactics such as short project phases with tight deadlines and frequent praise along the way to a goal work well to fuel Gen Y. Also, it helps to make sure their work computers are no slower than the ones they have at home.

See, Gen Y children have this expectation of immediacy; this overall air of entitlement even pervades their career paths. It’s not their fault; they’re simply products of an affluent society, modern parenting and the “kinder, gentler” elementary school system they experienced. (Yes, that means we did this to them!)

Some middle-aged managers can’t comprehend Gen Y’s deserve-it-now mindset that’s so different from the prove-yourself work ethic that baby boomers and all earlier generations used to rise through the ranks. Other managers who grasp Gen Y’s conditioning adapt their work culture to more fully engage these younger workers. Yet, even among these managers, I’ve heard lots of concern about the future in the hands of those being coddled.
They wonder what will happen to the world in the hands of a spoiled generation. How will Gen Y survive if the economy tanks and life is not so rosy?

History tells us they’ll adjust – some much better than others. It has happened before. In the roaring economy of the late 1920s, parents struggled to understand why their sons were leaving the farm, why their daughters were riding in cars, drinking and smoking in public, and wearing short skirts. (Oh, the shame of exposed calves!) They wondered: What will become of these spoiled, overconfident, overspending kids under 30 who lack the work ethic they need to survive in the future?

Then the stock market crashed and the depression set in (financially and emotionally). Some found it impossible to cope, and suicide rates soared. Others found it impossible to cope without some sort of outlet: drug and alcohol abuse spiked, and crime rose to an all-time high. In fact, 1931 claims the worst crime wave in recorded history, with John Dillinger, Bonnie and Clyde, Baby Face Nelson and Machine Gun Kelly all going nuts at the same time – and those are just the newsmakers in an era before television or the Internet.

Even so, not everyone went haywire; many survived. They buckled down and changed their entitled ways, but not before the experience carved an indelible mark in their collective psyche.

That’s why your grandparents give you that weird look when you announce you’ve bought a new house or car whenever your income increases. That image of fortune pulling the rug from under the nation’s feet is hard for them to shake. It’s why they save the rapping paper when you give them a present.   

Of course, there’s a significant difference between the Great Depression and a recession or slowdown (which, by the way, most economic experts say we are not in right now). People who tried to withdraw money during the Depression didn’t get an ATM message telling them “there are insufficient funds in your account.” No, in many cases, they heard something more startling, straight from the bank manager: “Sorry, there are insufficient funds in the bank … er … in every bank.” The unemployment rate was 30 percent in 1930 and people were giving away their children because they could not feed them. Nowadays there are measures in place to prevent such drastic conditions. (If you hear some “ thrilled by the sound of his own voice” radio host use the word “depression,” he clearly does not watch The History Channel.)

So, while it’s not likely we’ll experience the depths of the Great Depression again, it’s good to know that even the entitled youths of that era pulled it together. Most of them changed their ways and made it through. Humans have a good track record for surviving their own self-induced catastrophes, and seemingly they come out better for it in the long run.

As history changes, so do its people. The result is that each generation seems uniquely suited to the world it will inherit. We can spout off all day about how modern young people don’t have the mindset or toughness to survive – and clearly some do not. But many do. Our job as their employers or managers is not to make them think like us so they can brave the future. We’re really just supposed to make sure we can get them to do what they need to do right now to get quotas met and money made.

Sure, these concerns about mankind’s future are important and justified, but they can’t help improve the capable but disengaged 25-year-old’s productivity by month’s end. For that, we should try dividing giant projects into digestible bites, with a healthy slathering of praise as each phase gets done.

Oh, and gadgets motivate too – as long as they’re really fast and free!


Getting Great Results When Things Aren’t Really That Great

January 26, 2009

Transition – it’s the word of the times, isn’t it? Right now, as so many organizations go through significant change, the phrase “business as usual” seems like an oxymoron. “Usual? There’s nothing usual about the way I’m doing business in this economy,” you might point out.

Your organization might be going through a merger, expanding or decreasing its employee base, or just operating in a difficult economy. Whatever the transition, the scenario affects your organization’s business processes, sales, and employees. What’s interesting to me is that when times are tough, when there’s an issue with the economy, some businesses do really well and some do not – and these are businesses in the same industry! For many, the economy is like pizza: When it’s good, it’s really good, and even when it’s bad, it’s still pretty good.

Differentiators

What I see making a big difference are attitude and belief. If you’re walking around thinking things are tough, that’s the mind-set you have. What you focus your attention on is what your life looks like. It’s the vibe people get from you. It’s going to be the way you present things. Looking at life through loser-colored glasses can undercut your chances to succeed.

So can you just believe your way to a rosier picture? It’s not really about thinking positive thoughts and then just watching and waiting as good things come your way. That’s a simple way to state the premise of Rhonda Byrne’s successful book The Secret, but I have to say I’m not buying it. In fact, I think The Secret is definably not the secret. It makes perfect sense that any book telling you that belief without action will create success is definitely going to be a best-seller. While I think it’s important to have a belief system, there’s more to success than that.

Most companies – and most people – who succeed when times are tough make sure they get more focused on the needs of the customer in the moment. To succeed, we can’t be stuck in the long-term needs we’ve identified over the years. That’s probably not where the customer’s head is right now. You’ve got to sharpen your focus on what’s really important to customers here and now. If your customer’s treading water (which is nothing more than controlled drowning), throw him a life preserver. You can teach him to swim later. Once you’re past the crisis, there’s always time to get customers back on track with what you know will benefit them long-term.

Act in the moment

Attitude and belief can help you through a tough time, but not by flat-out ignoring difficult circumstances or willing them to magically disappear. You have to first recognize that tough times are temporary and then work quickly to address the needs that arise during difficult conditions. So don’t let the media tell you what your life looks like; remember that good news does not sell newspapers. Have you ever noticed that really depressing news stories are often followed by Prozac commercials?

You can’t just will a sluggish economy to pick up instantly, but you can believe that it will bounce back over time – it always does. With that attitude, it makes sense to take action to meet people’s most pressing needs until things bounce back and you can return to “business as usual.”

Suppose you work for a company that’s going through changes and you’re afraid your division is about to be cut or your job is in jeopardy. That’s when you have to figure out what your boss really, truly needs … besides a vacation. You might have to forget for a moment how brilliant you are and how all your grand ideas can push the company in fabulous new directions. Instead, you need to ask: What’s a big deal right now? You stand to benefit greatly by turning your focus to the company’s immediate needs. If you’re doing work that’s really important to your employer here and now, then when the chopping block comes down your boss will be looking in the other direction. It’s like if you and co-worker are being chased by a bear – you don’t have to outrun the bear, just your co-worker.

Critical and even negative thinking can have great strategic benefit, allowing you to spot trouble on the horizon. But when you insist on looking at life through loser lenses, it prevents you from seeing the effort you need to make.
People and companies that are really successful during times of transition often have to work a little harder, investing more thought, more time, and even more money to do as well as they did before. But even though they expend more resources to perform as well as last year, they’re not losing ground in a company-wide shake-up or industry-wide slump. Odds are, they’re still moving forward. When business picks up again, they will have cemented their usefulness to employers and customers and can resume a better version of “business as usual.”

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Managers: Hiring Top Sales People

January 20, 2009

Successful managers know where to find good sales people.

 Be careful of hiring sales people who dont have a job, most good sales people are employed. Most good sales people are headhunted out of an existing job.

You can hire a headhunter or just call the sales department of a company with good people. However, building great relationships with customers and asking them to keep an eye out for people who are discontent might be a good idea. (This should be a heads up to managers of top producers who are taking them for granted.) There are great sales people in corporations who would go with a small company for more opportunity, flexible schedules, a bigger piece of the pie, prestige or even an equity partnership. Corporations change their commission structure and give them fuzzy explanations. So, people are looking for something better. They want control of their destiny.

Do you have an enticing offer?

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Sales Management Speaker Garrison Wynn


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