Date of Conferral

5-30-2024

Date of Award

May 2024

Degree

Doctor of Business Administration (D.B.A.)

School

Business Administration

Advisor

Kim Critchlow

Abstract

Ineffective training delivery methods developed and delivered to Generation Z employees negatively impact a sales organization’s overall profitability, causing the risk of reduction in force or business closure. Grounded in content, instructional design, programmed learning, and recommendation (CIP-R) framework, and diversity, individualism and teamwork, technology, and organizational supports (DITTO) framework, the purpose of this qualitative pragmatic inquiry was to explore effective strategies sales managers used to develop and deliver sales training for Generation Z employees to increase sales organizations’ revenues. The participants were 10 sales managers in the United States who trained Generation Z employees and impacted revenues. Data were collected using semistructured interviews, public websites, public documents, and archival data. Through thematic analysis, six themes were identified: (a) timing, (b) impact of artificial intelligence, (c) training styles, (d) measurement, (e) building trust, and (f) understanding the generation gap between senior leadership and Generation Z employees. A key recommendation is for sales managers to understand their Generation Z employees' learning needs and optimal learning styles to increase selling skills and organizations’ revenues. The implications for positive social change include the potential to promote diversity and inclusion within sales organizations from current sales leaders and engender future sales leaders who are conscious of the needs required for multigenerational teams.

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