Interesting post on The Big Time blog regarding Spherion’s Emerging Workforce Study (emphasis mine):
Emerging workers (ed.-of which Gen Y makes up the largest percentage), as defined by Spherion’s research, are employees who possess certain qualities and traits that differ from past worker attitudes. For example, Emerging workers believe loyalty is defined by one’s contribution to their employer and not tenure, and they want employers to reward them based on their performance.
Amen to that. We see many sales departments, especially in large corporations, where tenure is the defining factor for retention. The old guard is almost untouchable and they actively defend their status. This culture is not conducive to retaining vibrant, young salespeople.
Typically in sales, rewards are handed out based on performance as it should be. The next evolution of this discussion is how do you know if you are providing the right reward for each individual?