Leading sales : expectations of millennials
Salonen, Samuli (2017)
Salonen, Samuli
Tampereen ammattikorkeakoulu
2017
All rights reserved
Julkaisun pysyvä osoite on
https://urn.fi/URN:NBN:fi:amk-2017112317881
https://urn.fi/URN:NBN:fi:amk-2017112317881
Tiivistelmä
This thesis was carried out as a case study for the leading Finnish bank group OP Financial Group. The primary objective of the thesis was that the company could provide the millennials with better sales skills in OP Centralized Services that focuses on customer service and sales through the electronic channels. The thesis supports leading salespeople, and the millennials' expectations of the working life, in general.
The purpose of this study was to provide clear guidance to OP Centralized Services on how to lead the millennials in sales. The thesis covers the millennials' expectations of the working life and the sales leadership. The ultimate goal of this thesis was to learn the best ways and practices to motivate and lead the millennials to sell. Also, the goal was to get a clear insight into the millennials' expectations of both the sales leadership and working life and to provide OP Financial Group with simple steps on leading salespeople within teams consisting of millennials.
The study was completed as group interviews based on literature, and interviews with professionals using qualitative research methods. Together with the combination of theories, the study gives essential information on leading the salespeople, from the millennials' point of view. The research question arose from a real working life problem, with an objective of making the leading of the millennial salespeople clear and efficient to the employer. The banking sector has gone through major changes in the last few years and the understanding of the new workforce; the millennials is essential for succeeding in these changes.
Based on the thesis OP Centralized Services will be able to provide better sales leadership to the millennials. OP Financial Group can have a great insight into the aspects that the millennials appreciate in working life, and long-lasting careers can be crafted with this essential information. As the result of this final thesis, a lot of new information on the millennials' expectations of the working life and sales leadership was discovered. OP Financial Group got many practical ideas for improving their sales leadership. The main improvement ideas were to add training on sales, to make goal setting a monthly habit and to change the working attitude from customer service to sales. The millennials' motivational factors of sales work were also discovered in this final thesis.
The purpose of this study was to provide clear guidance to OP Centralized Services on how to lead the millennials in sales. The thesis covers the millennials' expectations of the working life and the sales leadership. The ultimate goal of this thesis was to learn the best ways and practices to motivate and lead the millennials to sell. Also, the goal was to get a clear insight into the millennials' expectations of both the sales leadership and working life and to provide OP Financial Group with simple steps on leading salespeople within teams consisting of millennials.
The study was completed as group interviews based on literature, and interviews with professionals using qualitative research methods. Together with the combination of theories, the study gives essential information on leading the salespeople, from the millennials' point of view. The research question arose from a real working life problem, with an objective of making the leading of the millennial salespeople clear and efficient to the employer. The banking sector has gone through major changes in the last few years and the understanding of the new workforce; the millennials is essential for succeeding in these changes.
Based on the thesis OP Centralized Services will be able to provide better sales leadership to the millennials. OP Financial Group can have a great insight into the aspects that the millennials appreciate in working life, and long-lasting careers can be crafted with this essential information. As the result of this final thesis, a lot of new information on the millennials' expectations of the working life and sales leadership was discovered. OP Financial Group got many practical ideas for improving their sales leadership. The main improvement ideas were to add training on sales, to make goal setting a monthly habit and to change the working attitude from customer service to sales. The millennials' motivational factors of sales work were also discovered in this final thesis.