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

DisengagementAttendance Initial Project

EngagementDeliverable

Failure

• 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)

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

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

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 • Gen-Z training is outdated…grew up with YouTube and apps a click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

Gen Z use multiple platforms

daily

https://www.visioncritical.com/blog/generation-z-infographics

Z’s World

Their world: 1. Danger2. Tolerance3. Boundless Access4. Parents who Empower

Source: E&Y

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!!!

Z-Model 1.0

AttendanceNo Policy

StudentsOpened Pipeline

Initial Phase

Deliverable Success

Closed Deal

Quota Achievement

Change is Upon Us