Executive Summary
More companies are putting younger team members–millennials–in charge of connecting with buyers at earlier stages of the sales cycle. This creates a challenge of “experience asymmetry.” It occurs when young salespeople find themselves pitching older decision makers who have much more experience than they do. Often, the potential buyers are wary, skeptical that the inexperienced representative can offer them ways to improve how they do their jobs or run their businesses. (With LinkedIn at our fingertips, most people can learn the experience levels and…
