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2 H ave you ever heard the phrase "teamwork makes the dream work"? It's often heard in athlet- ics but shows up in business as well. It means that working as a team can help a group meet its goals Thinking back to the many times you've heard this phrase, how often have you actually tried to implement it? If teamwork truly does in fact make the 'dream' work, why is it not more of a priority in your business? Teamwork was the focus of the inter- views for this month's cover story. I wanted to know what businesses throughout the aftermarket are doing to create sales strategies that cater to the in- dustry's newest generation of employees. You may have noticed that the in- dustry's newest generation, of which I am a part, has a decidedly different view toward teamwork than our predecessors. What worked for Baby Boomers won't work for Gen Y. For several decades, professional sales has been a solo endeavor. Salespeople were given territories and it was their responsibility to cover them in their en- tirety. All sales, billing questions, delivery methods and customer service func- tioned through that one salesperson. They were the gateway between the customer and the supplier — and both sides were OK with that. "It's just the way that generation was raised," says sales management consul- tant Jim Pancero. "Their idea of problem solving was [to do it] alone. 'Give me a job and I'll do it. If you want something done right, do it yourself.' "That's the way they all thought, so that's the way business was conducted." The aftermarket was not immune. What Pancero calls the "independent gunslinger" sales strategy fi rst entered the market in the 1970s. It's still visible, and profi table, in areas of the market today. The problem is as more and more of these do-it-all Baby Boomers leave the industry, so too goes their independent spirit. And the generation stepping in to replace them has no interest in keeping the status quo. Also known as the millennial genera- tion, Generation Y begins with profes- sionals born in the early 1980s. As a member of this new generation, take it from me — this generation likes teamwork. It likes best practices. It loves communication (especially online). And in most cases it sees absolutely no reason why others wouldn't feel the same way. Though I consider myself older than my age, I agree with my contemporaries on a lot of those factors. When I set out to do something, I want to know the best way to do it, not just for success today, but also to ensure success in the future. When I contact someone for a story, I prefer email. I like having a record of a conversation to refer back to when needed. To me, this is the best way to do my job. Generation Y has the same feeling in regards to sales. So, how does a business create a sales structure that appeases veterans while also enabling a younger generation to succeed? Teamwork. Reining in a gunslinger before he rides off into the sunset like Shane will not only ensure your business can handle their absence, but also will put you in a better position to serve your customers in the future. "Everyone needs to be working in the same direction," says Dave Willis, presi- dent at CRW Parts. Pancero says getting veteran salespeo- ple to buy into a team-centric strategy isn't as diffi cult as it may seem. Smart salespeople understand the need for evolution, he says, and typi- cally appreciate a team concept if it helps them serve their customers. Besides, a unifi ed sales and marketing plan doesn't prevent a salesperson from creating a unique sales call; it enhances it. It ensures that whatever a salesperson promises will be delivered — not just by him, but also by generations to come. T R U C K P A R T S & S E R V I C E | M a y 2 0 1 4 The end of the gunslinger By Lucas Deal, Editor lucasdeal@randallreilly.com Editorial | Lucas Deal What worked for Baby Boomers won't work for Gen Y.