Thoughts on Accelerating Revenue in a Down Economy

Part 2

Another weakness is the inability to come to terms with a multi-generational employee base. Those entering the work force and beginning their employment journey are often characterized by their distrust of the corporation. They saw their fathers get laid off, and read about plant closings and the like. They talk in terms of “authenticity” which they then go on to define as honesty and integrity to be sure, but it’s deeper than that. They demand and expect a meaningful job. They will not climb the ladder, paying their dues as their fathers and grandfathers did. They want to meaningfully contribute and be heard much earlier in their career.

I recall a recent meeting with a newly hired salesperson and his immediate superior. He commented to me, in all honesty and candor that he would be working for the company and serving our account so long as the product was in demand and he enjoyed his job. When these were both less than his expectations, he would move onto another opportunity. I reflected on his remarks, and realized they were far out of my comfort zone. I could never have been able to have been so candid and forthright in front of my boss. I likely wouldn’t have even thought it! Changing jobs was a big thing for those of us ”baby boomers.” For my father it was essentially unthinkable. My father’s generation had a respect for authority and senior management that went essentially unchallenged. They needed the confidence doing things “thru the proper channels” gave them.

We have entered an era when we are likely to have contributors from their 20’s thru those in their 60’s and beyond. They bring with them radically different perspectives of life in the company. The ability to devise a structure that works across these attitudes will be critical to any organizations success. Too many have failed to even contemplate the ramifications.
The Web is another weakness for many. We often see a web site that is really just an electronic brochure. The web is a powerful tool; it allows us to stretch our market awareness exponentially. But it is also a great leveler of the playing field. Nearly anyone can look substantial and present themselves as a viable competitor.