Millennials, Boomers And Sales

Revenue is the lifeblood of any company, no matter the industry. But each company has its own way of generating it with the help of technology, and how someone uses that technology can make a difference between landing a sale and landing, well, nothing.

That's where you can see differences in how an experienced salesperson from the "baby boom" generation – those born generally between 1946 and 1964 – sells versus their younger colleagues from the millennial generation – 1980 to 1998.

Jeff Gau (pictured), CEO of Marco – No. 94 on CRN's Solution Provider 500 – blogs about demographics issues in the workplace. He recently talked with ITBestOfBreed about the differences between boomer (Gau, at 58, is himself a boomer) and millennial sales professionals. Click through to read what he had to say. (The interview was edited for brevity and clarity.)