Sales is continuously evolving. Every generation adapts and expands selling approaches. Baby Boomers practice traditional selling methods, while Millennials have embraced modern methods such as automation to boost productivity. There are benefits to incorporating both traditional and modern sales techniques into a process.

What are traditional selling techniques? They rely on a human experience to drive the sales process. Face-to-face meetings and phone calls are the primary ways to engage prospects and develop deeper personal connections. Personal connections are necessary for relationship building, but connecting with prospects individually takes time.

Modern selling incorporates automation to increase efficiency and speed to lead. Saving time on non-selling tasks translates to more time selling. However, automation doesn’t mean sacrificing personal connection. Instead, this modern approach to sales provides an opportunity to scale personalization and initiate conversations with more prospects in less time. Increasing engagement leads to additional opportunities for developing connections.

We’ve compared traditional and modern sales approaches to find the most effective balance. Blending the two perspectives can dramatically increase customer engagement and lead to additional revenue.



Do you have a multi-generational sales team? We’ve got you covered in our eBook: Cross-Generational Sales Teams!Cross-Generational Sales Teams: How to Attract, Motivate, and Retain Reps