Age Factors in Sales/Management Training – Part 3 of 5

April 28, 2007

Hi everybody,

Yesterday we talked about the motivation of the young sales person opposed to the…well, the experienced sales person.

Tonight we are going to focus on the responsibility and reliability of the two groups. Without a doubt the older experienced salesperson usually exhibits much more responsibility and reliability characteristics. Because most of these people have families or have had families they have definitely realized the importance of responsibility. I have found that the older professional salesperson is also more reliable. Having trained both groups recently on almost on a daily basis, the difference is staggering.

The experienced sales person realizes it is up to him. You know the old saying, “If it’s going to be, it’s up to me”! On the other hand the young sales person can really fool you. There are some that at the beginning will display incredible responsibility and reliability! Not so fast! It is just when you can’t believe what you are seeing when the truth rears it’s ugly head. The young person comes down off the ether of having their first real job and realizes the price one must pay to succeed. Then the cracks begin to show through.

There is an old saying, by the way I have a lot of old sayings because i’m OLD! 1st you get negative then you get sick and then you die. I think that fits the description of the young salesperson. 1st they start getting negative about how much responsibility and reliability it takes to make it, then they get sick and then you never see them again. I have literally trained thousands of young sales persons and quite frankly it takes an incredible motivator to keep them on point. Again, there are exceptions in both cases.

Also, experienced sales persons are very aware that in our great profession there are good times as well as not so good times. The young person completely loses it, especially if they start off fast and then hit the bump in the road. Very few in the big picture ever recover, instead leaving this profession to find something else. I have been very blessed in finding the exceptions in both groups. What I think both groups need to realize is that you do not PAY the price for success. You PAY the price for failure because that you get to live with for the rest of your life! Working with both groups has not only been educational but extremely rewarding. As always I give you the facts and let you decide.

I have been mentioning to my loyal readers about the new web site. It is very exciting and you will love how user friendly it will be. From the feedback I can tell you will love the ability to join in on the teleseminars and of course you gotta be the first in your area to get your “Specialist” gear.

Tomorrow in part 4 of the series we are going to talk about the ability to learn new stuff when it pertains to different age groups. Have a nice night.

“The Specialist”

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