It used to be that the standard answer to the question “Why do you do (fill in the blank) that way?” was “Because that’s the way I’ve always done it.” I say “used to be” because times have changed, and they’ve forced the independent manufacturers’ representative to change not only the way he thinks, but the way he does virtually everything.

Among the many drivers of change that reps are coping with today are the different generations populating the workforce. These generational differences are highlighted in this issue of Agency Sales. This is a subject that we’ve looked at before but it’s one that continues to grow in importance even as you read this publication. It grows in importance because the different generations approach the work place from an entirely different direction.

For instance, consider that Pre-Boomers and Boomers historically put work first, while Gen-Xers and Millennials think lifestyle before work. Or, how about the fact Boomers are typified as being “technically challenged” while their younger counterparts think of themselves as “state-of-the-art” multi-taskers? Is there any reason why we ask “Why can’t we all get along?” There’s no automatic answer to that question.

Then there’s the concept of teamwork. Those of us who might be considered part of the older crowd (present company excepted), truly value and look forward to working with others, while younger employees prefer small groups or even to work alone. Proof of that latter point might be seen in the habit of many young people to isolate themselves from others via their dependence upon everything from the Internet, to the iPod and iPhone — all tools that ensure they don’t have to personally interact.

As Pre-Boomers and Baby-Boomers continue to cycle out of the rep profession, Gen-Xers continue to fill decision-making slots in the marketing channel and Millennials increasingly begin to make their presence felt in rep firms, manufacturing companies and among customer businesses.

So, what’s a rep to do in order to succeed? I would recommend that he listen, learn and arm himself with a strong sense of flexibility. Instead of doing things (selling, communicating, hiring and firing, etc.) the way you always have, open your eyes and ears to innovative approaches for conducting business. And, I can’t think of a better place to begin this process than in the pages of this issue of Agency Sales.