Gen Y has grown up with devoted parents who have taken a great deal of pride in their kids, they often used the “here’s why you need to do this” approach as if they were entitled to an explanation rather than the idea of generations past – do it because I said so! Offering the “what’s in it for me” or WIIFM explanation does several things. One, it connects them to the purpose or the why it’s important and two it helps them see how it supports their skill development, career improvement and how it helps build upon what they know. This generation has been programmed to enhance their resume or portfolio and they understand the value this brings.
Gen Y’s are also referred to as Gen WHY because they want to know about the why and their life experience has been shaped by understanding this aspect from doing chores, to school assignments or tasks at work. Here’s an example:
Megan, a Millennial, is new to real estate sales, and is working very closely with an experienced agent, Sally, who is providing mentoring. Sally see’s a lot of potential in Megan but realized she was not building business relationships with the supporting real estate business community such as the home inspectors, appraiser’s, mortgage bankers and title companies. When Sally asked Megan about this she did not understand the key connection and importance these people played in successfully closing deals. Once Megan made the connection, that each of these people can support or delay the transaction, she was ready to work harder at connecting and responding to these key support allies. Megan was very appreciative that Sally had pointed this out because Megan did not fully understand how critical the timing and coordination of these support people where in the sales and closing process. When Sally shared an example of how her strong business relationship with an appraiser saved a deal, Megan was convinced!
What’s in it for you? Taking those few extra minutes to share why something is important and help your Gen Y counterparts connect the dots back to the bigger picture is good business strategy. Allow time for questions and remember that we all learn at different speeds and nbso online casino reviews in different ways. This investment of time will pay dividends in the future.
Diane Spiegel will be speaking at ERA IBC 2013 in Austin, TX March 21-24, 2013. Register here.
photo credit: SueKing2011 via photopin cc
Diane Spiegel
Diane Spiegel is CEO of The End Result Partnerships and is one of the nation”s recognized leaders in corporate training and leadership development. With more than 25 years of experience, Diane is an industry leader and innovator who created the firm”s highly successful training methodology, Sage Leadership Tools. An organizational architect, Diane specializes in developing training plans that offer companies a strategic and creative process to educate and develop their employees, and provide the framework for cultural and organizational change. Diane earned a Bachelor of Arts degree in sociology and psychology from California State University, Fullerton, and she completed post-graduate study in employee relations and organizational development at the University of California, Irvine. Diane is adjunct faculty at University California Irvine working with professional staff on the impact of the Multi-Generations in the workplace. Diane”s clients include Celebrity Cruises, Corinthian Colleges, Costco, Del Taco International, Southern California Edison, Jamba Juice, Legoland California, Taleo, Royal Caribbean International, Sunglass Hut/Watch Station, The Gap, The Limited, 3M, and Wet Seal.
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