Most of us remember Alabama’s famous football coach Paul “Bear” Bryant. Someone once said, “The Bear could beat your team on one Saturday, and then take your team and turn around and beat his team the next Saturday!” He knew how to coach players, knew their strengths and weaknesses and how to get their best effort. He knew how to win.

• How can you coach your sales team like Bear Bryant: from good to great?
• How can you do this with different personalities and age groups?
• How do you get salespeople engaged with their best efforts and able to handle

Millennials enter the nation’s sales teams as the most parented generation in history. Yet, they do not have the goals or plans to achieve compelling ambitions. Today, 20-million young men delay maturing until their late 20s and are without solid commitments and responsibilities guiding their lives. This leads to “helicopter parented” boys and girls often crash‑landing when they try to take on the demanding responsibilities of monthly sales production.

Many young — and seasoned — sales managers have not been prepared for this new generation of sales reps. As a result, they often see the following three scenarios:

• Fast Start