The Selling Factory

Generational Differences in the Workplace

Written by Cara Negri

Cara Negri is the Director of Solutions at Bamboo Strategic Media and founder of 2D Motion Analysis. She is an innovative leader in driving corporate strategy and aligning development initiatives.

I used to think that leadership meant to be strict and provide a disciplined approach to management. To lead was to be all business and no fun. But I have tried that method, and it didn’t work. I wasn’t having fun, and neither were the people I was managing. Sound familiar?

Hiring and retaining Generation Z sales development representatives is difficult. While many companies, thoroughly plan and work on B2B sales recruitment, time and time again Generation Z hires burnout and turnover quickly. Many business articles have come out in the past few years about the clash between generations in the workplace as a root cause of this phenomenon. There is a belief that the deep differences lead to intergenerational conflict with detrimental effects on business organizations. But there is little empirical evidence that validates these myths.

Some of the newest research looks to demystify these beliefs and provide a clear understanding of how these generational differences have a positive impact on organizations and B2B sales recruitment. The research shows that Generation Z in the workplace value very different qualities in a leader, and understanding that, can help the working relationship flourish. They crave feedback and praise, they enjoy structure, they desire work-life balance (Hartman & McCambridge, 2011). Being a manager/coach to Generation Z in the workplace requires an understanding that they prefer a polite relationship with authority, and want to work together and that they expect the leader to pull people together (Sessa, Kabocogg, Deal, and Brown, 2007).

Part of B2B sales recruitment is looking to see if a student has been a sales development representative. These graduates are more likely to receive guidance from leadership to help them to be aware of the subtle workplace behaviors that may be taken the wrong way. One example is the use of a phone in the workplace. The Baby Boomer or Gen X generations may read a person being on their phone during a conversation as that they are not respectful of what is being said, or they are looking at social media. But we have to remember that Generation Z in the workplace sees technology as a part of their lives and it is inseparable from who they are (Hartman & McCambridge, 2011). Chances are, they are taking notes on their phone. And this behavior is actually more efficient than other methods.

As companies work on B2B sales recruitment to fill sales development representative roles, there are many positive attributes that a young, fresh-minded, and technology-driven employee can bring to your company. Check back next week for more on this topic, and how you can best utilize these strengths to help you and your organization flourish.


Hartman, J. L., & McCambridge, J. (2011). Optimizing Millennials’ Communication Styles. Business Communication Quarterly, 74(1), 22-44. doi:10.1177/1080569910395564

 Sessa, V.I., Kabacoff, R.I., Deal, J., and Brown, H. (2007), Generational Differences in Leader Values and Leadership Behaviors. The Psychologist-Manager Journal, 10(1),47-74.

Kira Baker

Campaign Manager

Kira is a recent graduate from the University of Florida where she received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hope to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Campaign Manager

Josiah has over 8 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she led a psychology research lab on goal achievement and life satisfaction and took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. Through her creative and methodical vision, she engages both students and entrepreneurs to help them find their version of success.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.