This study examines how Millennial/Generation Z sales leaders navigate the complexities of managing multigenerational sales teams, offering insight into the leadership behaviors of the youngest cohort of sales managers. Using in-depth interviews with 32 sales leaders and a content analysis approach, the study identifies generational dynamics, including communication preferences, respect for experience, openness to change, and technology adaptation. Interpreting the findings through Generational Cohort Theory, Social Exchange Theory, and Role and Identity Theory, the research reveals how younger leaders balance their values of transparency, flexibility, and digital fluency with the expectations and work styles of Baby Boomer and Generation X colleagues. The results highlight the importance of generationally sensitive communication, reciprocal mentoring, and inclusive leadership practices in strengthening engagement and retention within sales organizations. This study contributes to the limited literature on younger sales managers and provides actionable guidance for leaders seeking to leverage generational diversity as a strategic advantage.
Rodriguez et al. (Tue,) studied this question.