Douglas Huissen conducts research on the impact of Generation Z on sales and acquisition, focusing on Salesstep assessments. The research focuses on measuring motivation profiles and finding significant discrepancies between Generation X and Generation Z. A shortage of “hunters” in IT teams is identified, creating problems for acquisition. Changing sales methods and the challenges this presents are discussed, with pain cited as a stronger motivator than pleasure, especially in sales. The importance of understanding motivation and personality in the sales team is emphasized, as is the need to adapt approaches and leadership styles to be effective in dealing with Generation Z in sales.
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