Is Gen Z “Lazy” or Just Smarter? | Decoding Gen Z Sales Talent

Host Michelle Terpstra tackles one of today’s most misunderstood leadership challenges: how to hire, train, and retain Gen Z sales talent. Forget the stereotypes of entitlement or laziness—Michelle makes it clear that Gen Z isn’t “the problem,” outdated leadership is. With her signature blend of humor, insight, and execution, Michelle shows how leaders can evolve beyond “sink or swim” culture and build teams that work hard, grow fast, and stay longer.

From creating structured 30/60/90-day success blueprints to mastering feedback loops that actually motivate, this episode is a masterclass in people-centric leadership for the modern workforce. Michelle dives into the end of burnout culture, the rise of autonomy as the new work-life balance, and practical ways to gamify progress without losing focus. 

Chapters
[Start] Gen Z Isn’t Broken, Leadership Is: Michelle breaks down why traditional “tough love” management fails with Gen Z and how to lead with clarity and trust.
06:30 People-Centric Leadership in Action: From trust-building to defending your team, Michelle shares how to lead with heart while still hitting big sales goals.
18:00 Sink-or-Swim is Dead: Why old-school sales onboarding burns out your best talent, and how to replace it with structure, support, and growth.
25:00 Rascal Fixes: Systems That Keep Gen Z Engaged: Blueprints, bite-sized training, and feedback cadences that boost retention, performance, and loyalty.
39:00 Coaching Corner: Real Questions, Real Fixes: Michelle answers listener questions about motivating Gen Z reps, building loyalty, and giving effective feedback without the “feedback sandwich.”
50:00 Rascal Wrap-Up: Lead the Shift: Key takeaways for leading with empathy, efficiency, and modern sales strategy, plus a free Gen Z Sales Leader Checklist.


Links and Resources

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