Does age make a difference in sales results?
Well...it depends.
In my chosen profession as a trainer and speaker on sales, I have the good fortune of interacting with a wide range of sales people; from newbies and rookies to seasoned veterans.
Veterans often believe that young sales reps are inexperienced and have to pay their dues; the same way the vets did.
Young sales reps often view the seasoned reps as outdated and unable to adapt to the changes in the marketplace.
People who have been selling for a few decades bring a wealth of experience to the table. They have encountered virtually every objection and often know how to respond to these barriers. They also know how to develop solid relationships with their customers and prospects. However, they are often slow to react to changes. They resist change and struggle with the complexities of selling in today's new sales environment.
However, people who are new to the sales force also bring value.
They may not possess the industry experience or extensive knowledge that their more seasoned colleagues do. However, they are much more comfortable with new technology and are likely to adapt to changes in the sales environment quicker. They also bring new, fresh ideas to the table and are usually more open to trying different approaches and strategies. But, they are often impatient and seek immediate gratification.
What veterans need to know about young sales reps:
- They are eager.
- They bring a different perspective to the same problem.
- They relate to prospects in a different ways.
- They embrace technology.
- They want to learn...but not in the traditional ways.
- They want to be stimulated, not lectured to.
- They want to be respected even though they're young.
New sales reps need to consider these ideas about their veteran colleagues:
- They know how to develop strong face-to-face relationships.
- They possess a tremendous amount of industry experience and product knowledge.
- They have encountered virtually every objection, stall and problem.
- They usually want to share their knowledge.
- They want to be respected for their experience.
Does age make a difference in sales? It can but it shouldn't. Everyone brings value to the sale regardless of their age and expertise.