the zsare coming! are you generationally ready?...source: gartner iconoculture, values &...
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The Zs are Coming! The Zs are Coming!
Are you Generationally Ready?
Robert M. Peterson, PhD - Dean's Distinguished Professor of Sales, Northern Illinois University
Howard Dover, PhD - Director of the Center for Professional Sales, Clinical Professor of Sales, University of Texas at Dallas
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DisengagementAttendance Initial Project
EngagementDeliverable
Failure
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• Flipped/Hybrid Format• Experiential Learning Model• Carrot/Stick
• Reward System for Top Performers• Attendance Policies
• Peak Moment Events (Rookie Preview and Pro-Sales)• Recognition based model
• High Level of Corporate Engagement• Modern Sales Tools (Salesforce.com, Sales Navigator, etc)
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Gen Z Prioritizes Connection
Base: Gen Z (15-23yrs) in 2018 and Young Millennials (15-23yrs) in 2010Source: Gartner Iconoculture, Values & Lifestyle Survey, October 2010, 2018
Millennial at 15-22yrs old (2010) vs Gen Z at 15-22yrs old (2018)Values Rank Differences
populism diversity belonging
I believe that the voice and actions of the common people are very important to the welfare and
improvement of society.
I am always open to ideas, people, and cultures that are different from
my own.
I need to connect with and feel accepted by people who share my
interests or passions.
+20 +6 +3
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The Serious Side of Gen Z
Base: Gen Z (15-23yrs) in 2018 and Young Millennials (15-23yrs) in 2010Source: Gartner Iconoculture, Values & Lifestyle Survey, October 2010, 2018
Gen Z (2018) vs Millennial (2010) Values Rank Differences
tenacity expertise fun
Once I set my mind to do something, I do not stop or give up, regardless of the obstacles.
I always strive to obtain expert skills or knowledge.
It is important to me to have fun and forget about my problems.
+21 +17 -43
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Facts • 1979, 60% teens held a job -- in 2018 it’s 20% • Gen Zs have been “rubricked” to death...and it shows! • Gen-Z training is outdated…grew up with YouTube and apps a click
away • Want L&D whenever, wherever, on different platforms
• Students (NIU) report feeling: (National College Health Assessment survey)• overwhelmed (82%)• exhausted (78%) • very sad (64%)• 7-8% receive support (individual and group therapy)
• Gen X is raising Gen Zs to be: self-ruling, cynical, with looser reins
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Gen Z use multiple platforms
daily
https://www.visioncritical.com/blog/generation-z-infographics
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Z’s World
Their world: 1. Danger2. Tolerance3. Boundless Access4. Parents who Empower
Source: E&Y
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What Employers Should Do…One Size Does not Fit All
1. Deeper fusion of high-tech / high-touch to appeal to Gen-Z’s priorities (training/retention)
2. Harness “multigenerational teams" with "different work expectations" via cross Gen communication/team building
3. Be Real…Be Visual…Be Diverse
4. Offer (more) Frequent Feedback!!!
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Z-Model 1.0
AttendanceNo Policy
StudentsOpened Pipeline
Initial Phase
Deliverable Success
Closed Deal
Quota Achievement
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Change is Upon Us