Clip: Sales Challenge – Wanting Instant Gratification

Clip from Episode 37: Dayna Leaman, Senior Account Manager at Wiley – Building a Sales Career:

The biggest challenge I see among those I speak with and mentor and it’s interesting sometimes they’re not always the new people but I do find the new people gravitate. The biggest challenge I see is them wanting instant gratification. I think that whether we call them Millennials or Generation Z or whatever is happening now I really think and that’s not a bad thing. I think sometimes when we talk about oh millennials want so much so fast there’s good to that and I think that companies need to really work hard to figure out how they can capture that excitement and keep young people engaged and happy and keep them there. But I find that it’s the understanding of the sales cycle of how publishing works and that everything that you do will be a step forward to really grow a true sales relationship. And so I think it’s patience and understanding of the industry that’s the greatest challenge for them for sure.

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