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“[The older associates] care about their customers and relationships, and are looking for another personality they are comfortable with. We try to put the right personalities together and then work out the mechanics,” Zavadil added.
The mentoring opportunity is also serving as an effective recruitment tool. “When interviewing ‘the next generation’, we let them know that we have a lot of sales associates [aged] 50 and over who may not want to give up their businesses completely, but want to cut back. Here is an opportunity for new sales associates to buy into their customer bases with ‘sweat equity’ and to mentor under them,” continued Zavadil.
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Maggie Dewitt
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