Conventional business wisdom holds that everyone wants to join the marketing team; no one wants to work in sales anymore. Dr. Lee Allison rejects this defeatist attitude and the generational stereotypes that often accompany it. As Professor of Engineering Technology & Industrial Distribution at Texas A&M University, she has a literal front row seat to the rise of GenZ and Gen Alpha––and all reports from campus are good!
Jason caught up with Lee to discuss the university’s role in preparing graduates for successful careers in distribution, the reciprocal value of mentorships, and the power of merging STEM talents with effective communication skills.
The more things change, the more they stay the same. “I think [the younger generations] are a little bit different. They have different experiences in terms of using technology and those kinds of things,” confirms Lee. But, she says, their focus mirrors that of most Millennial and GenX workers. “They want to be successful, to contribute, and have great lives.” A career in distribution can bring Gens Z and Alpha closer to realizing those goals. An aptitude for sales can fasttrack their ambitions. Enter Texas A&M’s new minor in technical sales. “The students I’m teaching now are self-selecting into a program that supports their interest in sales,” Lee says. “We’re marrying engineers with the soft skills they need here.”
Students who opt into the technical sales minor are an impressively self-aware cohort. They recognize deficiencies in their interpersonal communication style and the importance of closing that gap. “They understand that they need to develop their ability to communicate complex information to people who may not want to get all down in the weeds of it,” says Lee.
Learning how to disseminate information isn’t the program’s only priority. Making connections is equally vital. Activities like career fairs, competitions, and research projects expose students to real-world issues, while internships provide access to folks who become lifelong mentors. “We’re not interested in setting up distance. We’re trying to engage more servant-style leadership and help students envision what they want for their lives,” says Lee. “I do think it’s really a case of the win-win-win.”
Sales and service-style leadership are next-gen superpowers.
MENTIONED IN THIS EPISODE
Wall Street Journal Names Texas A&M The Best University In Texas
Berman Center For Professional Sales – Eastern Kentucky University
University Sales Center Alliance
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QUOTES
“This need to communicate really is underestimated across a lot of spheres, especially now that kids are digital natives.”
“I can encourage all of your listeners to take faith in the fact that these students actually are excellent, and they are interested in contributing.”
“It’s so exciting to have universities engaged in sales programs. I really think that that’s one of the greatest things that they can do to add value to their students and help them succeed.”
“I think a lot of students don’t appreciate how much life involves or requires the ability to sell.”
“Students really are prepared to add a lot of value on day one.”
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Distribution Talk is produced by The Distribution Team, a consulting services firm dedicated to helping wholesale distribution clients remove barriers to profitability, generate wealth, and achieve personal goals.
This episode was edited by The Creative Impostor Studios.
Special thanks to our sponsors for this episode: INxSQL Distribution Software, an integrated distribution ERP software designed for the wholesale and distribution industry; and Moblico, helping businesses do more business on mobile devices.
