Age Factors in Sales/Management Training – Part 4 of 5

April 29, 2007

Hi everybody,

It’s me again as we close in on the final 2 parts in the series.

So far you are getting a little insight into the complications of training various groups of people in our great profession. Tonight we are going to focus on the ability for the different age groups to learn new things. Boy is this interesting. It seems that the older ones’ ability to memorize or learn a new sales presentation is very difficult. Think about it…they have been out of school for many years and to get them to discipline their minds is almost impossible.

I have given many sales professionals a script to learn and, no matter how well intentioned, it becomes an insurmountable task. Some companies won’t even hire someone over 28 years of age for just that reason. Many feel like the old saying states, “You can’t teach an old dog new tricks”. That is not necessarily true. The sad part is they really want to do well it’s just that they have been out of school too long and, without being an avid reader or something, they just don’t use that part of their brain. It’s just like not working out for 10 years. It takes a long time to get the muscles back in shape.

The only difference is that the employer doesn’t have the time to invest in you retraining your mind. On the other side of the coin the young professionals are fresh out of school and their minds are razor sharp. All they have done for the last 12 years is study and memorize stuff. It’s a natural setting for memorizing a sales script. Plus the young person is very eager to learn new stuff if for no other reason than to impress their friends and family members.

I have tremendous compassion for the older salesperson that needs the job and just can’t memorize the material. It is unfortunate but a fact of life. I have zero tolerance for the young sales person that won’t learn the material in a timely fashion when I know full well that the only reason they don’t know it is they did not apply themselves. As you can see regardless of the age factor there are pros and cons of each. As usual I can’t wait to hear your opinions when the series is over. I wonder aloud sometimes, who would you rather train?

Don’t forget to be on the lookout for the new website! The teleseminars are going to be out of this world. The amount of people requesting them has been unbelievable. Plus how about that “Specialist” gear…I can’t wait to get your feedback on that.

“The Specialist”

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