Wisdom is the knowledge base that will assist our future leaders.
Imagine if you will a time when you are getting a little bit older, a touch grayer and you start reflecting on what are you going to do when you get too mature for the industry you are in.
I have always had this question, but never bold enough to write about it. I’ve had a lot of opinions on this as the market is getting younger by the minute. People want to put millennials on pedestals and assume they are the next coming of…well whatever. I do not. But what I do say is they are dang smart. We Xers can learn tons from them.
The problem, however, is they lack the experience of hitting a curve ball. This can be taught of course, but won’t happen until they have failed a number of times. Knowledge and wisdom come from experience, not case studies.
I don’t fear getting older. I love it. I don’t fear millennials, I encourage them. 1+1 = power. Let’s embrace learning from one another. By the way, I am not 50+!!!
~The Organic Recruiter
Published on
The Truth About Older (50+) Salespeople
Steve W. Martin | Technology Sales Author, Sales Researcher, Founder Heavy Hitter Sales Training, USC Faculty
It is still hard times for salespeople (and sales managers) over 50 today. When companies downsize, they find themselves five times more likely to be let go when compared to their younger counterparts. They also have a more difficult time finding new jobs because younger sales managers have five basic fears about hiring someone older than themselves:
They are Un-coachable. Younger sales managers fear older salespeople are set in their ways and won’t take their directions.
They aren’t Technically Savvy. Younger sales managers fear they haven’t ingrained technology (smartphones, e-mail, and web-based sales force automation) into their daily working routine (nor are they up-to-date on the internet, social media, etc.).
They are “Washed Up.” Younger sales managers fear older reps are burned out from too many years “carrying the bag.”
They Have a Poor Work Ethic. For a variety of family, personal, or health reasons, younger sales managers question how hard they will work.
They Really Want My Job! Perhaps the biggest fear of a younger manager is that he is hiring someone who may upstage him or her in the eyes of senior management in order to fulfill an ulterior motive of taking over their job.
Given these fears, I would like to offer five factors sales managers should consider when choosing between younger and more senior salespeople.
- Do you have to Sell to the C-Level? The C-level Executive sell is based upon establishing credibility and trust. Who do think has an easier time establishing rapport with senior executives; a 26 or 56 year old salesperson?
- It’s about relationships (not Rolodexes). Never hire any salesperson solely based on their Rolodex (if you’re under 30 you might have to look this word up) of customer contacts they claim to possess. Hire the salesperson who has a successful track record at penetrating new accounts and proven their ability of turning aloof prospects into close friends.
- Wit. Most companies make previous experience in the same industry their main criterion for hiring. Since these salespeople command the industry nomenclature, they are assumed to be qualified candidates. A more important hiring criterion is how candidates respond to pressure. In other words, how quick-witted or fast on their feet are they? What is their ability to learn quickly? Are they able to solve complex problems in real time? In this regard, don’t judge a book by its cover and assume a little gray hair means a lot less grey matter.
- Sales is a Mentor-based Profession. Sales organizations are mentor-based environments. Inexperienced salespeople don’t know what they haven’t seen for themselves. Usually, it’s through the “school of hard knocks” that they gain their experience. Unfortunately, this takes time. The entire sales team can benefit from emulating salespeople who have accumulated a reservoir of experience working with customers.
- Who Do You Trust!?! Peek into the cockpit as you board your next commercial flight. Chances are you are putting your life in the hands of one of the 70,000 airline pilots that are over 50 years old.
About the Author: Steve W. Martin is the author of the “Heavy Hitter” series of books for senior salespeople on the human nature of complex sales. The Heavy Hitter corporate sales training program has helped over 100,000 salespeople become top revenue producers. Steve is a frequent contributor to the Harvard Business Review and he teaches at the University of Southern California Marshall Business School MBA program. Visit www.stevewmartin.com to learn more.
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