Electrifying the Next Generation
Working with reps, manufacturers and distributors in 17 different industries provides me with a unique view of similarities, as well as disparities, between the industries. No matter what the conference, I typically meet folks that are in their 40s, 50s, 60s, and sometimes beyond. These attendees have decades of experience, which is good. Experience allows us to learn from one another. It creates best practices and allows participants to learn from peers and avoid pitfalls learned the hard way. However, there is a noticeable absence of young folks in most every industry. Is that because attending a conference is to be earned? Or perhaps the youngsters are not yet in managerial positions. Or maybe there is a dearth of 20- and 30-somethings getting into the rep or manufacturing business.
How to attract youth?
In many family businesses there is the heir apparent. Having the pedigree does not ensure they have the passion for the family business. In fact, knowing how having a family business saturated their lives, the next generation might want to seek different employment. However, it is possible to find unique leadership strengths in 2nd or 3rd generations to ensure the family biz stays in the family. Remember that their skills may not be the same strengths as the parents. Leveraging the skills and passions of each generation honours the unique gifts (and yes, change) brought to us throughout the ages.
Another source of youthful energy and innovation is your local college. There are less than 100 colleges offering a degree in sales; however, you can find talent in any number of disciplines. After all, no one grows up dreaming of being a salesperson. How sad is that? Think outside the box…find a marketing student to revamp your brand…or an engineering student to amp up your technical selling…or an accounting student to examine your portfolio profitability. Perhaps your recent grad can bring your firm into the social media era with an engaging presence on twitter, Instagram, Pinterest, Facebook or LinkedIn.Create an internship program that provides a complete view of what your firm does and how its role benefits manufacturers, distributors and customers, alike.
Step it up a notch by getting buy-in from the entire industry, because youth is needed at every level of the industry. What if manufacturers, reps and distributors funded a six-month industry boot camp? Participants in this boot camp would start out in a single location with eight weeks of in-depth training on electrical products. What are the basics that every industry newbie needs to know? After this basic info is imparted, they embark on a 16-week rotation through manufacturing, selling with reps, and selling with distribution.
• Manufacturing
o Production floor
o Shipping
o Rep support
o Engineering
o Accounting
• Rep
o Inside sales
o Outside sales
o Distributor management
o Accounting
• Distribution
o Inside sales
o Outside sales
o Warehouse
o Accounting
• Customer
o Purchasing
o Engineering
o Sales
Providing a 360° view of the industry gives them greater choices, lets them find their passion, and allows you to find your next fully informed team member. At the end of this visionary boot camp, the participants are guaranteed a job, program sponsors are guaranteed at least one new (and educated) employee who truly understands,and the industry is guaranteed new talent that has a firm grasp of what happens at all levels.
This model is adapted from a similar idea in another industry and puts energized, educated people into positions where they can have immediate impact.
I would love to hear your feedback on this idea. What are the upsides to a boot camp like this? What are the downsides? What else can we do to bring in new blood to this awesome industry? You have a good thing going! How do you let the next generation know what a fun career they could have?
Karen L. Jefferson, CSP CPMR, works with 17 industries and sees the passion that reps in each segment have for their livelihood. She sees possibilities to innovate so the next generation can experience the joy of a beloved career instead of a job.You can contact Karen at www.KarenJefferson.US or KarenJefferson.CO@gmail.com or @KarenCPMRCSP on Twitter.
