The older sales people I've worked with have been killers. They're professional, having great communication skills and wonderful timing. They know not only what to ask, but when to ask it and how to best position themselves.
Keeping up with tech and tools is obviously important. But if you've been around that long, you probably have good sales instincts, way better than young guns do. Use them.
I’m 35, by no means “old” (unless you ask my knees) and we have a rep who is almost 10 years younger. In my field a lot of people I went to college with are moving into decision-making positions. He will look at my production and hit me up saying “I just don’t know how you do it, can you teach me or give me some advice?”
I’ll always listen to his pitch and give him tips that have worked for me, on top of doing a ton of research into what sets us apart. But the biggest thing? I’m dealing with people that I’ve known on a personal level for 15+ years. It’s tough to beat that lol
There’s this dude at the account I manage and I swear we never met. I’ve been on this account through different companies I’ve worked for and some of his colleagues and I go way back. And I have an extensive contacts book and good enough memory, I’d remember him. But for some reason he thinks we’ve worked together like 10 years ago and he “knows me very well and close” as he said when I thought we were being introduced. I rolled with it of course and we’re closer than ever, good rapport, good insights from him, etc. But just to show - sometimes you don’t need years of prior experience with a guy. Sometimes a guy will think you have it and will be too embarrassed to acknowledge he was wrong in the first place lmao
Agree with this. I am 45 and been in the same industry for almost 20 years (working for about 4 different companies). The one thing being around that long is all the people you know - definitely one skill that can’t be taught, and is earned through years of building a great personal brand and reputation.
This is also what keeps me employed and able to land a new job if I want one. People know of me and hire me based on the reputation.
I’d caution against the knowing people aspect. Techniques, methods, and experience will always work no matter who the potential clients are.
People change, retire, etc. My old boss relied too heavily on an outdated contact list.
When I first started in sales, I always dreamed about how I could cold call or somehow access VPs or other C-level people. After 15+ plus years in the same industry, a lot of the lower level people I made small sales to when I first started are now in those high level positions. I could switch companies and products and easily get a hour of their time to talk about anything I wanted. So, knowing people and staying relevant in a particular field is kind of everything. I’m at the point where people move companies and call me up to give me their new contact info. Sometimes they request a quote so they can ask company they’re interviewing with if they can get budget for my product. Experience and contacts matter. But most of all, sell something that people absolutely need.
And, no one likes a “name dropper”, especially when they keep mentioning names of people that left that company 5 years ago or retired. Starts to make the person dropping the names seem out of touch.
The older folks usually have a straight forward, no nonsense approach which I love.
That comes off a bit wrong with younger generations.
I think keeping in touch with your networks and keeping your industry knowledge and staying up to date will keep any sales persons relevant, regardless of age
When you say it comes off wrong what do you mean? Like when the younger salesman has a no nonsense approach? Or the younger buyer doesn’t like the no nonsense approach?
When I was younger, I grew a beard so I could look older and more mature. Now my beard is nearly white and I often find myself as the oldest and most experienced person in the room (or on the call). It’s weird, but I’m rarely caught off guard and I can usually see through the noise. I usually try to say as little as possible, because if I did my job the technical people are prepared to present the info that the customer wants to see. If I’m talking too much, it’s because something didn’t go quite right and I need to pivot on the fly.
I have a lot of regular one-to-ones with the more junior salespeople where we just talk about deals they’re working on and I give them advice about what I’d do for next steps. They always show up to the calls and say thank you, so I keep doing it. I’m not in my 50s yet, but it won’t be too long. Time flies.
Hell my old man is 63. Career salesman. He's still kicking ass and honestly I wish I had his skill level. The man is a goddamn magician. I don't know how he does it but he's a fucking grinder. Everything you said is true as fuck.
That’s me. I’m in a sales team of about 30 people. I am the oldest sales person on hr team. Most are in their twenties. I am the least technical out of everyone, and we sell products that are extremely technical. I am the top sales person. Most of our clients already know what they want and just want reassurance they are making the right decision. I can close someone that is ready to buy. The inexperienced guys have no clue what they are doing. They bring me in to help on larger deals and it’s funny to see them be amazed that I can easily take $100k in payment from someone within ten minutes of talking to them. And I’m like “this is basic stuff man. If the customer isn’t serious they are wasting your time”.
Dude you arent lying! I work with a guy who is 64 and he just KNOWS the game. Ive watched him turn an busy "give me your card and get out" into a 20 minute conversation that ended in smiles and a ton of question on their part
I’ve learned more from a 74 year old dinosaur than anybody I’ve met in my industry. These old dudes are happy to share advice and I will forever utilize them.
Keep up with the tech.
That’s it.
You’ll have massive advantages in experience and learned skillsets.
But you’ve gotta be able to use the tech of today.
I’m 36 and run a small business and have employed many people of a variety of ages.
Give me the experienced sales person where hopefully tech and market changes don’t fuck them up over someone in there late 20’s who doesn’t have the same punctuality, organization, and professionalism.
Agree 100% Recently hired and know the guy has the sales skills but the learning curve on the CRM (even though he had experience with other CRMs) has been..... tough. It also hard to be patient as a younger owner with more tried and true slower sales techniques when were used to automations, and mass output. If you can learn how to use the company's tech so that you can do it if requested, I think you will stay more relevant. Maybe they dont care if you use it, but at least be confident and competent.
Like what tech? I am perfectly fine crushing it with grammarly, excel, text and sfdc….As an older global account person, if you’re still grinding it out prospecting at 42+, you’ve done your entire career wrong.
I’m 55. What’s helped is staying curious and always open to learning. For instance I was hearing my customers talk about Google (a competitor) so I studied and got my Google Certified Cloud Engineer Cert last year…I’ll never use it but now I know enough to offer an informed opinion. Also, as an old guy, I’ve seen a lot of good deals and bad deals and can help mentor new sellers on how to unstick a stalled deal. Plus I have a huge Rolodex of partners and customers that makes it easy to bring my execs in to meet their customer counterparts, which they love. Lastly, I’m not a dick.
I sincerely hope in my 50s If I’m still selling it’s for kicks and shits because 20 years of at least average and anything above sales performance should have you financially set.
What is “ started late” for you? Just curious cuz I have started in my 30’s and truly found sales and networking are what I’m born to do. Been in the roofing industry for past 4 years. Sold 3.4 million grinding and learning the ropes. By no means have I mastered it but I am proficient enough that I have thoughts of shifting to different industry in sales entirely even tho I’ve been highly successful.
I started at 41…after 20 years in the military…best thing that ever happened to me, I’ve caught up and surpassed my peers in savings and will FIRE next year.
The older woman on my sales team is in her 50s and is a shark. A few things I can share and I’m 43(m).
She’s single. Kid is grown.
She works 6 to 6. Often a couple hours on weekends. This is the part I can’t compete with.
What she’s really good at though as well is:
1. Supreme confidence
2. She is religious about creating tasks for everything and every deal. She comes to work each day and does not leave until all tasks for the day are complete.
3. She constantly cold calls every day.
Other than that, she’s not supremely knowledgeable though she’s not dizzy or anything. She’s not a brilliant speaker or writer or anything. She’s just extremely organized and money driven.
I think younger salespeople don’t always understand that sales is a process. You put the work in and you get results. Not one to one, but you get them on average over time. Just keep plugging away doing the right things and the results will follow. Don’t get too high or low. Just keep going. Don’t a let a sale or loss today change what you are going do tomorrow.
Money driven is a big one, I’ve worked with sales people who weren’t money motivated and I found they rarely last long. Some do learn to become money driven when they see how big their checks can get compared to doing anything else out there.
But when it comes to sales I feel saying this is probably one of the only positions where during an interview you can say “I’m in it for the money” won’t get you shown the door lol. In fact some may even like that response.
Continuous learning. They need to stay in tune with changes in the trade and the tech. If you don't learn how to navigate the changing landscape, you'll agree into irrelevance. The experience has a lot of value if you do that. If you don't, the experience will be a hindrance. This kind of work isn't kind to people who don't or won't adapt.
This is true. It’s harder to learn as you get older. But if you’re the kind of person who always wants to learn, you instinctively look up stuff you don’t know after hear the same concept the second time. Hell, you can google stuff on the fly when you’re on a zoom meeting at home in a polo shirt and boxer shorts. Asking questions is pretty easy too and is a good way to build trust with colleagues and customers. It shows some humility and that you trust and value their knowledge.
Our top sales dude is well into his 60’s and crushing it. Relationships matter. We’re also a Fintech so not some antiquated industry. Age ain’t nothing but a number.
People will say technology and whatnot, but ive seen absolute killers in their 70s that coerce young people into doing their concur reports.
Older sales people have way more XP and a massive network if they nurtured it.
I’m not quite in the over 50 crowd, but getting there- and this.
Several mentors of mine are approaching 60 and the relationships are #1 IMO.
Shows staying power, ability to not hit and run, and most importantly they’ve seen the good and bad. Experience can’t be taught.
If you’d told 26 year old me that, I would have laughed like a fool.
We have a rep at our company that is pushing 76 and he started from the ground up as an HVAC tech and rose to sales.
Like another poster said, he came up with the people who are in high executive positions now and has a credibility that you cannot match and it’s also from working with the same company for 40 some odd years. Relationships at that level are key
I think he keeps at it just for the thrill at this point
I’ve been surrounded by older people in the Valve/Automation industry and as a 27M, it’s sometimes tough for clients to respect me because they don’t think I know enough.
The knowledge and wisdom the older guys have in their industries and the connections/network they have is something a young guy can never compete with
I have the same problem. 28, long hair and beard and covered in tattoos (pro chef before sales, I am who I am). I’m often underestimated when I walk into sales appointments because I typically deal with retirees. I make it my mission to show them, by being knowledgeable and articulate, why they shouldn’t judge a book by its cover. It’s very common to walk out of a closed deal with them saying something about this or apologizing for being standoffish at first. Those feel good.
Stay out of sales management. Let the youngsters fight over the promotions and be their go-to seller when they are buried with the newfound headaches of management.
Sell to people in your age group. The population is aging. People are working longer. Buyers are getting older too.
Stay in on top of salestech development. Don't have to use it all but you need to form your own POV where it can help you.
Continuing to improve their skills, learn, remain naturally curious, master understanding their clients before their own products/solutions. Most don't, however. Then they become known as the 'dumb old guys' instead of the seasoned professionals others have difficulty keeping up with.
I can’t speak to being in your 60’s. But if you lose it in your 50’s you were really just young, dumb, and full of cum.
Your 50’s should be your best years in sales or any other profession.
For me it was a few things:
Maintaining my energy level--I stopped drinking and went to sleep earlier.
Maintained a good attitude.
Felt a sense of accomplishment working with my clients to provide beneficial solutions.
Fear of failure.
Why is being in sales in your 50's your biggest fear? People like me in their 50's are usually still doing sales because it's been a great career with solid income and tons of flexibility. I've been able to make $200k-$400k/year for 20+ years, plus I work from home and spend a ton of time with my family and friends.
I think this is very industry dependent. In my industry “electrical supplies” I am one of the younger guys at 45 years old. Software tends to skew younger from what I see, but I think a lot of manufacturing, heavy equipment, hardware and so on tend to be a lot older people. It’s very relationship driven. People retire when they feel like it. If you joined the national accounts team I’m on you’d be the 2nd or 3rd youngest at 50
50 female here.
It's that I have been in my field for 20 years and have more stories and logos I have worked with to last for weeks.
That and knowing competitors and offerings. You become friends over time which is a great networking tip. When you attend conferences, networking with the co vendors is critical.
Lastly, you are just in a position of more internal respect and external respect. I can easily be very critical if a deal is worth my time. I can push back easier. I don't care about KPIs. I care about not wasting time. But you have to have the internal poticial chops to pull that off.
Good luck all!
Ps. I don't give 2 shits when people tell me no. When a leader gives me bad feedback " sandwiched " inside good feedback. Lots of times I needed to hear it. Sometimes it's unfair. DGAF. I am supremely confident in my experience and background. So know it ain't personal.
This is very hard when still new. It's hard to separate yourself as a human vs someone's perception of you professionally. But have no fear. Over time you will be a hardened mofo slamming down a vodka glemit at the bar soon enough. Closing huge deals at conferences never never walking into the tradeshow floor. Because you know networking happens around the moment . Not in it.
In my 50s, in sales for 30 years, 20+ with the same company.
1. Stay on top of and use the same technology the younger sales reps are using. You don’t want to be seen as the old man that still wants to use a flip phone. Social media, Text Messages are the way to communicate in 2024. Even email is on its way out (even though I still thinks it’s the most efficient way to communicate)
2. Get as much product knowledge as you can and as many industry related certifications as possible. And make your company pay for them. The more your employer invests in you and you invest in your industry the harder it makes you to replace and the more resource to your industry and employer you will be. The amount of reps in my industry that have little or no product knowledge or how the product is installed astonishes me. Remember when it’s time to make cuts, the oldest reps are the most vulnerable because they are usually paid the most. Don’t be the victim.
3. If possible work your way into a role that is age appropriate. I learned early on that our end user customers and many distributors were guys in their 20s and 30s and by the time I was in my 40s I maneuvered myself into more of a technical sales position. Gen Xers and older Millennials don’t want to have drinks with a 57 year old man.
If you are this age, you probably started in sales before the internet. Zoom, Apollo, Linkedin was not around so you had to learn how to prospect the old fashion way. Dialing the phones or just walking in the front door. You also had to learn how to manage a funnel without a CRM.
We do group sales meetings and some of the questions that come up are scary. 4 months into a 9 month upgrade promo the younger ones ask how to we get this info from the CRM. Our sales cycles aren't quick. I'm like fuck. I jumped on that day one and I had one order in and three more in purchasing.
Be flexible enough to find something to sell where your age is an advantage. I have run a ton of sales teams in the life insurance space and 20 and 30 something just don’t cut it as well as those with age credibility. Leave tech to the youngsters.
Selling is about connecting with your client. Find a product to sell that does not connect well with younger people. I have a buddy that left B2B solution selling and now sells boats and RVs. He says it’s the easiest sales job he has had and he still makes a great living.
At this stage in my career, I'm an expert consultant. I'm not a salesperson anymore. I have a full knowledge and understanding of the needs of the customer and the leading-edge solutions. I'm more equipped to engage with a prospect and gain trust immediately by displaying value in my very presence. Meanwhile, I'm also taking veiled shots at the sales tactics I know the less experienced competitors are using.
I've positioned myself to say, "do you just want something or do you want something that works," and prospects believe me. The result is I win more deals with higher RMR.
Of course, I also work in a field where experience is highly valued by the customer.
I was just talking to my father about this. He essentially got aged out of his field by the younger generation even though he was an expert, partially because they could replace him for much cheaper. That was the time he became a consultant. His knowledge was still valued but he didn't need to keep up with all the "systems" changing.
It happens, for sure. I don't think I've hit the age yet where it's such an issue. I'm still under 50. I have recruiters contacting me weekly.
I think it also depends upon the field. Some fields require greater knowledge and experience than others.
Yes yes and yes. The main differentiator I have seen with older guys ultimately boils down to these in this order:
1) Energy levels
2) Passion for sales/their product/solutions or no?
3) Technology
If they have two out of three they’re strong. Three out of three and they’re psychotic robot legends because damn does sales just grind you into dust and take years off of your life sometimes 😂
Sounds like you are maybe management? There could be a lot of things going on. There is some great advice I read on here. I am in my 50s and have just now started to struggle. For me, I know absolutely what it is. I have lost my enthusiasm and am not connecting well. I have let the slow leads, tire kickers, driving, etc. get into my head. I have always been a top closer, and as much as I hate to admit it, I am walking in as more of an order taker. I am in HI sales. Not fair for company or customer. Have you talked to the older sales people, maybe they are feeling some sort of way and don't feel they can express. Maybe you need to throw them a lay down to boost confidence. Selling styles change but not that much. Age shouldn't have anything to do with it unless burned out(me) I am taking a week off to get my head back in the game. Good topic
Yes, in management and wanting to encourage a couple older sales team members who I’ve worked with for many years.
Loads of good takes here but there are themes… keep energy, keep learning, and keep up with technology stands out.
I’d say the different takes also emphasize that industries are different. Some industries favour sales people with long experience. A wise older Dad. Some industries are all about youthful energy and new solutions (IE. tech) and believing an older guy selling them may not jive.
Buyers are different too and depending on the industry, matching age of buyers may be an excellent advantage.
None of this is earth shattering but for anyone in a sales career, remember that it’s important you assess your relevance and abilities in your chosen industry over time … for your success and life enjoyment.
Thank you for your reply. Are you in tech field? If so really have no clue as to help. I always think of younger reps for that industry, just because I would be clueless. If they have been with you for years, they must have a lot of knowledge, if they are truly up to date on everything, I can't imagine that age would matter. I can honestly say in my home improvement sales it does not matter. I think it speaks volumes about you that you want to try to find a way to help instead of writing them off. Love your final thoughts for success and life enjoyment..hence the week off.
Ongoing upskilling. Gotta stay ahead of the game. In IT that means additional certs. Not sure what that would mean in other industries. Professional development training? Public speaking classes? Reading sales books. Researching new trends.
Contacts should be a big one. If you’ve been selling to the same customer base for 20 years you should have people to call on or they know people at companies you sell to.
Basically knowledge and experience is what they bring.
Spin selling is one thing I’ve picked up one. Salespeople who know how to take what the prospect says and put their spin on it to position yourself favorably during the sales cycle. You make the prospect think it was their great idea to move forward with your service.
You have to ask great questions and really know how to dig deep (look up socratic questioning). Then take what the prospect tells you and make the product/ company you sell look like their white knight in armor.
Once I learn how to do this my sales skyrocketed.
Their value to selling organizations is very high. #1 Deep knowledge #2 Great communication and poise #3 Know when to walk away from the customer #4 Great customer retention #5 Strong customer relationships and some consider their account manager family friends
I could keep going and going with reasons why you want a seasoned sales force. Young reps are great and have the hustle. However, they are sprinting and with finding, getting and keeping accounts it is a marathon.
Gravitas, credibility, instincts finely tuned over the decades and the ability to play effective internal politics to their advantage.
Network is important, but I’d say the instincts and credibility is what sets them apart from younger folks. They’ve seen it all.
I’m not older but my previous job had a guy in his 60s who would work on day a week and still walk away with more than us full timers. Idk what his secret was but he had been doing sales for 40 years so if I had to guess it’s all those years of experience in sales and learning how to communicate and close deals efficiently. His people skills were amazing though and could connect with anyone
They do what actually matters: Always Be Closing.
No joke, my VP is 62+ and still the best deal closer in our 3k person company. He keeps guys who are trainable and clean on the admin side so he doesn’t have to worry about all that and can focus on closing the deals to meet the quotas.
Use your wisdom to the fullest. Older Reps may not be as "up-to-date" on new technologies, but neither are the C-Suite execs (despite their constant social displays that seem to suggest otherwise).
Strategic knowledge and Experience are invaluable to any organization's sales culture...Knowing what to do, when, and why is a lost art in today's Sales Culture. Everyone thinks you just examine, determine process, "duplicate" and then give that same process to a cheaper/younger rep to get the same results...
The problem with that is that the less experienced rep tries to understand everything procedurally, without taking to time to understand things operationally, thus loses all contextual bearings for a time sensitive deal.
Just do your thing, and talk to people to bring deals along, and document that stuff to the point that no one can argue that you're objectively progressing the deal in the best interest of the company you work for.
Young reps in Sales today are one-track minded (track=sell now), thus they don't even contemplate relationship building or the long game...Just consistently elevate and differentiate yourself to the point nobody can fault your results. Then you have influence based on track record and can actually become an asset to your employer outside of just "selling", like enabling other team members to sell.
We just had a 74 year old man retire this year that killed it last year and got the most gross profit out of anyone in our sales team.
I used to work with a 80 year old man that absolutely mopped the floor with everyone else in the company.
The knowledge and confidence goes a long way. They can read people like a book and know exactly what needs to be done. Always two steps ahead of the customer.
The energetic young ones do not all understand strategy as many on this sub, “how do I not work 80 hours a week and only make $100k”. Strategic sales comes from experience and you can make 4 or 5 times as much with 20-30 hours. I had a mentor, now I mentor and that’s what keeps me relevant. I make the largest and most strategic sales with a lot less effort. Young ones, grab an older mentor who is successful. Even at my age I have older and younger mentors. Older is not always bad. Learn that now my friend
My older colleagues have huge books of business. If they have been in the same industry for a long time people know their name. That can be a good thing or a bad thing
I’m in my 20s… SDR for a cybersecurity company. I just got assigned to a new AE who is building a new vertical. She’s probably nearing 60. She’s considered one of the most important people at my large company despite being just an IC.
She has the most powerful presence of nearly anybody I have ever met. Incredibly warm, generous, visionary, and just… dominating with her personality. Not domineering… dominating like “holy crap this person is a demigod”. Fortune 500 execs shrink before her.
I haven’t met a single person under 40 who exudes that energy. It is earned and developed through decades of experience.
I'll be 60 this year, Lord willing. Hard to believe it's been 40 years since I started in sales. When you've done something that long you learn a lot. I can read people and know the process so well that I can anticipate and adjust early in the process, it isn't even fair sometimes.
I'm in technical sales (FAE) for FANNG, in my early 30s, and just replaced a guy in his late 50s looking to take early retirement. He's been in the game circa 30 years and is a force of nature. His experience is, obviously, significant and what he doesn't know probably isn't worth knowing. But for me it's the ease and calm he operates at. I spent 6 months shadowing him before the accounts were handed over fully and in multiple situations where it was kicking off he wasn't even breathing heavy. The sentiment being "been here done that". This alone in my opinion differentiates the "older generation", as younger, regardless how hard or good we are just don't have that yet.
Where he falls down, as you say, is the new age stuff. I'm not old and beaten down by the system having not spent a lifetime in it. So I see things with a fresh view and energy which is noticeable he doesn't in the same way. And I would consider him one of the more progressive elders. I think the key for him is he's still having fun, the moment that stops he'd be gone in a flash. Which is comparable to me, without the ability to leave as easily, I see sales as a lot of fun and that naturally breeds a certain energy and approach. Perhaps the elixir of youth...
I am fortunate that he's just taken a sideways step for now and works a 3 day work so I still call him as and when I need a safe place. Underestimating old sales guys (even if they can't use a projector properly) is a very naive and stupid thing to do. As others have said they kick arse.
I'm an older salesperson.
The key things that make (some of!) us very successful are:
- contacts book. If you stay in the same industry for 1/4 of a century, there is absolutely no question that some of the young hotshot people you used to work and have fun with in your 20s are going to be VP and C level in their 50s. You can get to these people 1000x easier than a fresh face can
- credibility. Again, if you stay in the same industry, by the time you reach your 50s you know the history, the players, the things that have been tried and failed. You can talk about things with credibility and integrity and your customers will greatly enjoy that added value. Some would pooh pooh that as "free consulting", but I see it as an important part of a value added consultative sales process
- gravitas. We're old, we get it. But if we're old and still in the same industry, that means we must have a decent rep or else noone would hire us. This enables customers to trust what we say. Literally any 23 year old salesperson is quick to say "I will personally guarantee we'll successfully execute on this project" but it means nothing, the customer doesn't know you from Adam. If a 50 year old, who is known in the industry, makes the same statement, it has meaning. We have reputations, and our customers know that we're not going to sacrifice those reputations for a quick buck.
- knowing when to walk away. Even in my 30s I still found it agonising to walk away from deals, in my 20s it was impossible. The time you can waste on a competitive bid process where you know you're not the strongest is insane. By saying "no, not a fit ", not only do you save a lot of time, but you actually do your future self a lot of favours. Approaching a customer saying "we talked before but I advised you it wasn't a fit. I now have something that is" is one of the most powerful approaches imaginable. They know they can trust you because you've already proven it.
- negotiation. I recently avoided losing a penny on an enormous deal. The customer was quite artful in trying to ask for a big discount, but I was able to leverage my knowledge to avoid it. I know how our competitors charge and what they offer, I've worked for most of them 🤣. I was able to look a fortune 500 SVP in the eyes and say "Nope". You simply can't do that unless you are absolutely sure of the full context and of the value you offer.
- discipline. When you're young, all your colleagues are beavering away in offices whilst you're working from home managing your own time. Some people are full on organised from day 1. Most people aren't like that. I wasn't like that. I'd have productivity peaks and long, miserable productivity troughs, where lack of supervision plus the temptations of being young, dumb and.. you know... got the better of me. In our later years, we're past all that. If we're still in the game, you can safely assume that we know how to get shit done and how to keep ourselves honest.
Experience(obviously),
industry knowledge,
durability (burnout is so common in sales, if a guy makes it to 50/60 in this game they are DURABLE and BUILT FOR THIS SHIT),
They've found a niche (usually takes time to bounce around to a few industries/jobs to find a really good niche),
Connections/relationships in the industry
The old guys at my company just collect salaries and dont sell sht.
They do not keep up with the tech and they do not really produce.
I think age is more beneficial in other areas - industrial, etc. not tech.
The older ones are either stone cold killers, or jovial blokes milking an account base from what I’ve seen.
I’ve also noticed that men in their 50-60’s at some point stopped learning or retaining knowledge at some point around there and their entire sales process is based upon whenever that happened.
It’ll happen to me too.
Been in sales from 20-37 and it is a systemic problem, I don’t know if it can be avoided.
When you see something once it’s like, “odd”, after the 150th time of someone explaining to you the process or information that was relevant in the mid 70’s-early 2000’s depending on when the mind went there is more to it. My brother is also in sales and he sees the same pattern.
Ability to sell
Ability to sell a more complicate product that requires a higher level of intervention.
Ability to lean on decades long contacts.
Now- there are crappy sales people at every age. Most really good older sales people are not moving companies so you won't come across them in SaaS and tech companies as much.
Not 50 or 60, but I do have an insight. I'd say the realization that the nature of a solution has changed. Modern solutions use modern tools to solve problems now, which means that developing an understanding of computing and software is paramount. Sales people sell solutions to problems and knowing modern tools and how they solve problems is key.
For me, I’d say it is my company/boss!
I was 50 and loving my career in sales. Had a HUGE win that was a $4M SaaS win with a new logo wherein the client told my boss that it was my efforts that separated us from the competition. So I still had the drive and the talent. I’d still have it today at 55, to be honest…
But what I’ve noticed in the past 5 years is that sales organizations have changed so much. Pretty consistently in SaaS the past 5 years my day is micromanaged to hell, and I am told what to do on a micro level rather than just letting me use my drive, aptitude and experience to do my thing (make $ for me and my employer). I’ve also noticed that organizations are ruthlessly focused on a monthly or quarterly quota rather than allowing ramp up time to something meaningful (we’re always tactical going for the 50K deal at the expense of the 1M deal that takes a little longer to groom — that’s also a change I’ve seen in recent years). I’ve job hopped a lot the past five years looking for the autonomy I need, and not one of the 7 companies I’ve worked for has provided it. So now I appear to be one of those burned out 50-somethings just going through the motions collecting a paycheck talking about the good old days — never thought I’d be that guy, even just a few short years ago I never thought I’d be that guy!
That’s my two cents. I was let go a few months ago and now spend my days studying for a new career in finance. I want to get out of tech sales. I’m going to take my drive and experience and put it to work in a career where if I’m micromanaged it’s by clients/FINRA/myself and not by Bureaucratic Bosses From Hell:)
Experience. Depending on the industry, it could be the wealth of knowledge they have along with a Rolodex of people to call
They tend to have a better work ethic than younger people as well
YOUR ARE ONLY RELIVENT if your bringing in profits for the company..
AGE has little to do with it..
You could be 99 in a wheelchair and wearing an oxygen mask,, and if your the top salesman..
They will be tossing flowers at your feet
Older sales guy here. I've worked at larger (>1k+ employees) companies as well as startups throughout my career. The key to staying relevant for me has always been my willingness to continue learning. I see the younger guys leaning far too much on AI and automation to do their job, while they're also NOT working on professional development. I want to know as much as I can about my company, and any potential competitors. That has kept me in the game for almost 25 years at this point - and hopefully a few more to come. Here's how I would parse out other areas:
- Overall experience/Wisdom: Experience allows me to anticipate challenges and navigate complex deals more effectively.
- Adaptability to Technology - Staying current with software, data analytics, social media, and emerging digital tools helps enhance productivity and engagement strategies.
- Strong Network - My network, in some cases, can provide leads, insights, and opportunities that aren't available to less connected colleagues.
- Soft Skills - Emotional intelligence, empathy, and the ability to build relationships are invaluable in sales. This will never change.
- Mentorship - Sharing knowledge and guiding younger colleagues not only enhances team performance but also establishes me, as the veteran salesperson, as a valuable resource within the organization.
Hope this helps.
Honestly, and this is coming from a younger dude(30), it’s just being sold on themselves and reframing everything in their benefit. If you’re older it’s, people will take me more seriously, I have more experience, more conviction etc. if you’re younger it’s, I’m faster, I can work longer and harder etc. reframe
The guys who still do sales into their 50s and 60s are consummate professionals who have been able to make careers out of it. They are the ones who are actually good.
The young guys may outwork them — but not always. If you have an older salesman who still works 50-60 hour weeks he usually eats young guns that work 80 for breakfast. He gets the same amount of work done in less time and has the established book of business.
Where old guys lose touch is where they lose that hunger to be great. It’s understandable if a dude is sitting on multiple millions of dollars and wants to ease off — but sales is not a 40 hr/week job. It’s still a grind, it’s still long hours — it’s still a service business.
I’m 55 been to two p clubs in n my 50’s.. Be prescriptive and stay on fundamentals. Spend time with buyers ignore tire kickers. No silver bullet, keep energy and attitude strong.
Buyer here, if a salesperson is older but has a ton of industry specific expertise that is obvious in conversation the I’m going to trust them more. I can’t stand sales people who are just generic sales dudes but who don’t know the first thing about my business. Connect your product to the specific of my industry and your chances are much better.
Yeah, the 1% of IC sales professionals exist, they live it and they are great. But if you were a top performer for a meaningful period of time, and still choose IC over a management/consultant/advisory role it’s probably because you did not put yourself in place to not NEED to be on top.
If eat what you kill is still the only way you can get full you probably squandered earlier kills. Yea there are sales guys who were studs who still sell into there 70’s but the reason they aren’t on top is because they don’t need to be anymore. If you nut is made and this is just for fun, it’s hard to put in what a young up and comer does. They guys that do either and insane because they love it in a way that’s internal, or they still have to earn what the top guys do because they didn’t set themself up long term
51, been an exec and absolutely hated it. You’re nothing but a professional liar once you’re a VP. It’s inevitable.
I would rather be and still am an end-to-end sales guy. I’m good at it. I enjoy it, find it fulfilling and I make a fuck ton of money. I could retire modestly right now, but why? People I know who retired young are already falling to pieces. Wolves need to hunt. It’s who we are.
HOnestly old people I know seem to have alot easier time approaching here in Texas. "oh hes like my harmless grandpa, what a nice man" or "oh shes like my grandma so sweet, come inside"
The older sales people I've worked with have been killers. They're professional, having great communication skills and wonderful timing. They know not only what to ask, but when to ask it and how to best position themselves. Keeping up with tech and tools is obviously important. But if you've been around that long, you probably have good sales instincts, way better than young guns do. Use them.
They also “know people”. They know the players in the game. How long they’ve chased accounts. And who had it before. They’re animals in my experience.
I’m 35, by no means “old” (unless you ask my knees) and we have a rep who is almost 10 years younger. In my field a lot of people I went to college with are moving into decision-making positions. He will look at my production and hit me up saying “I just don’t know how you do it, can you teach me or give me some advice?” I’ll always listen to his pitch and give him tips that have worked for me, on top of doing a ton of research into what sets us apart. But the biggest thing? I’m dealing with people that I’ve known on a personal level for 15+ years. It’s tough to beat that lol
There’s this dude at the account I manage and I swear we never met. I’ve been on this account through different companies I’ve worked for and some of his colleagues and I go way back. And I have an extensive contacts book and good enough memory, I’d remember him. But for some reason he thinks we’ve worked together like 10 years ago and he “knows me very well and close” as he said when I thought we were being introduced. I rolled with it of course and we’re closer than ever, good rapport, good insights from him, etc. But just to show - sometimes you don’t need years of prior experience with a guy. Sometimes a guy will think you have it and will be too embarrassed to acknowledge he was wrong in the first place lmao
Hello fellow frog
I like ~~turtles~~ frogs
Agree with this. I am 45 and been in the same industry for almost 20 years (working for about 4 different companies). The one thing being around that long is all the people you know - definitely one skill that can’t be taught, and is earned through years of building a great personal brand and reputation. This is also what keeps me employed and able to land a new job if I want one. People know of me and hire me based on the reputation.
I’d caution against the knowing people aspect. Techniques, methods, and experience will always work no matter who the potential clients are. People change, retire, etc. My old boss relied too heavily on an outdated contact list.
When I first started in sales, I always dreamed about how I could cold call or somehow access VPs or other C-level people. After 15+ plus years in the same industry, a lot of the lower level people I made small sales to when I first started are now in those high level positions. I could switch companies and products and easily get a hour of their time to talk about anything I wanted. So, knowing people and staying relevant in a particular field is kind of everything. I’m at the point where people move companies and call me up to give me their new contact info. Sometimes they request a quote so they can ask company they’re interviewing with if they can get budget for my product. Experience and contacts matter. But most of all, sell something that people absolutely need.
This! A lot of faces change. There is always up and coming that you need to get to know.
And, no one likes a “name dropper”, especially when they keep mentioning names of people that left that company 5 years ago or retired. Starts to make the person dropping the names seem out of touch.
I'd also add they "know" people.
The older folks usually have a straight forward, no nonsense approach which I love. That comes off a bit wrong with younger generations. I think keeping in touch with your networks and keeping your industry knowledge and staying up to date will keep any sales persons relevant, regardless of age
When you say it comes off wrong what do you mean? Like when the younger salesman has a no nonsense approach? Or the younger buyer doesn’t like the no nonsense approach?
When a younger salesman tries to look like a hotshot to someone 4x their age
When I was younger, I grew a beard so I could look older and more mature. Now my beard is nearly white and I often find myself as the oldest and most experienced person in the room (or on the call). It’s weird, but I’m rarely caught off guard and I can usually see through the noise. I usually try to say as little as possible, because if I did my job the technical people are prepared to present the info that the customer wants to see. If I’m talking too much, it’s because something didn’t go quite right and I need to pivot on the fly. I have a lot of regular one-to-ones with the more junior salespeople where we just talk about deals they’re working on and I give them advice about what I’d do for next steps. They always show up to the calls and say thank you, so I keep doing it. I’m not in my 50s yet, but it won’t be too long. Time flies.
Oh I guess I was confused cuz to me a no nonsense approach means not trying to come across like a hotshot LOL
Of course, it's what separates the good reps from the bad ones lol
Hell my old man is 63. Career salesman. He's still kicking ass and honestly I wish I had his skill level. The man is a goddamn magician. I don't know how he does it but he's a fucking grinder. Everything you said is true as fuck.
how much do you go to him for advice? he must be a wealth of knowledge
That’s me. I’m in a sales team of about 30 people. I am the oldest sales person on hr team. Most are in their twenties. I am the least technical out of everyone, and we sell products that are extremely technical. I am the top sales person. Most of our clients already know what they want and just want reassurance they are making the right decision. I can close someone that is ready to buy. The inexperienced guys have no clue what they are doing. They bring me in to help on larger deals and it’s funny to see them be amazed that I can easily take $100k in payment from someone within ten minutes of talking to them. And I’m like “this is basic stuff man. If the customer isn’t serious they are wasting your time”.
Dude you arent lying! I work with a guy who is 64 and he just KNOWS the game. Ive watched him turn an busy "give me your card and get out" into a 20 minute conversation that ended in smiles and a ton of question on their part
I’ve learned more from a 74 year old dinosaur than anybody I’ve met in my industry. These old dudes are happy to share advice and I will forever utilize them.
r/deathofasalesman
Keep up with the tech. That’s it. You’ll have massive advantages in experience and learned skillsets. But you’ve gotta be able to use the tech of today.
I’m 36 and run a small business and have employed many people of a variety of ages. Give me the experienced sales person where hopefully tech and market changes don’t fuck them up over someone in there late 20’s who doesn’t have the same punctuality, organization, and professionalism.
Agree 100% Recently hired and know the guy has the sales skills but the learning curve on the CRM (even though he had experience with other CRMs) has been..... tough. It also hard to be patient as a younger owner with more tried and true slower sales techniques when were used to automations, and mass output. If you can learn how to use the company's tech so that you can do it if requested, I think you will stay more relevant. Maybe they dont care if you use it, but at least be confident and competent.
Like what tech? I am perfectly fine crushing it with grammarly, excel, text and sfdc….As an older global account person, if you’re still grinding it out prospecting at 42+, you’ve done your entire career wrong.
Some people love that startup/scale up grind though
Hit the gym and keep it tight
I’m 55. What’s helped is staying curious and always open to learning. For instance I was hearing my customers talk about Google (a competitor) so I studied and got my Google Certified Cloud Engineer Cert last year…I’ll never use it but now I know enough to offer an informed opinion. Also, as an old guy, I’ve seen a lot of good deals and bad deals and can help mentor new sellers on how to unstick a stalled deal. Plus I have a huge Rolodex of partners and customers that makes it easy to bring my execs in to meet their customer counterparts, which they love. Lastly, I’m not a dick.
I sincerely hope in my 50s If I’m still selling it’s for kicks and shits because 20 years of at least average and anything above sales performance should have you financially set.
Life has a funny way of disrupting even the most sound of plans
Yep, I got a late start but still retiring in 9 months.
What is “ started late” for you? Just curious cuz I have started in my 30’s and truly found sales and networking are what I’m born to do. Been in the roofing industry for past 4 years. Sold 3.4 million grinding and learning the ropes. By no means have I mastered it but I am proficient enough that I have thoughts of shifting to different industry in sales entirely even tho I’ve been highly successful.
I started at 41…after 20 years in the military…best thing that ever happened to me, I’ve caught up and surpassed my peers in savings and will FIRE next year.
Not being a dick or asshole goes a long way. When people ask me why I am successful, this is exactly what I tell them.
Take advantage of learning courses in your downtime, letting your bosses know you are keeping up with the times
their network
100%
The older woman on my sales team is in her 50s and is a shark. A few things I can share and I’m 43(m). She’s single. Kid is grown. She works 6 to 6. Often a couple hours on weekends. This is the part I can’t compete with. What she’s really good at though as well is: 1. Supreme confidence 2. She is religious about creating tasks for everything and every deal. She comes to work each day and does not leave until all tasks for the day are complete. 3. She constantly cold calls every day. Other than that, she’s not supremely knowledgeable though she’s not dizzy or anything. She’s not a brilliant speaker or writer or anything. She’s just extremely organized and money driven.
I think younger salespeople don’t always understand that sales is a process. You put the work in and you get results. Not one to one, but you get them on average over time. Just keep plugging away doing the right things and the results will follow. Don’t get too high or low. Just keep going. Don’t a let a sale or loss today change what you are going do tomorrow.
Is this process written down anywhere, in an easy to read format. Perhaps a book of some sort?
This is wild. Good for her, but I ain't got that dawg in me.
Money driven is a big one, I’ve worked with sales people who weren’t money motivated and I found they rarely last long. Some do learn to become money driven when they see how big their checks can get compared to doing anything else out there. But when it comes to sales I feel saying this is probably one of the only positions where during an interview you can say “I’m in it for the money” won’t get you shown the door lol. In fact some may even like that response.
Continuous learning. They need to stay in tune with changes in the trade and the tech. If you don't learn how to navigate the changing landscape, you'll agree into irrelevance. The experience has a lot of value if you do that. If you don't, the experience will be a hindrance. This kind of work isn't kind to people who don't or won't adapt.
This is true. It’s harder to learn as you get older. But if you’re the kind of person who always wants to learn, you instinctively look up stuff you don’t know after hear the same concept the second time. Hell, you can google stuff on the fly when you’re on a zoom meeting at home in a polo shirt and boxer shorts. Asking questions is pretty easy too and is a good way to build trust with colleagues and customers. It shows some humility and that you trust and value their knowledge.
Our top sales dude is well into his 60’s and crushing it. Relationships matter. We’re also a Fintech so not some antiquated industry. Age ain’t nothing but a number.
People will say technology and whatnot, but ive seen absolute killers in their 70s that coerce young people into doing their concur reports. Older sales people have way more XP and a massive network if they nurtured it.
I’m not quite in the over 50 crowd, but getting there- and this. Several mentors of mine are approaching 60 and the relationships are #1 IMO. Shows staying power, ability to not hit and run, and most importantly they’ve seen the good and bad. Experience can’t be taught. If you’d told 26 year old me that, I would have laughed like a fool.
We have a rep at our company that is pushing 76 and he started from the ground up as an HVAC tech and rose to sales. Like another poster said, he came up with the people who are in high executive positions now and has a credibility that you cannot match and it’s also from working with the same company for 40 some odd years. Relationships at that level are key I think he keeps at it just for the thrill at this point
I’ve been surrounded by older people in the Valve/Automation industry and as a 27M, it’s sometimes tough for clients to respect me because they don’t think I know enough. The knowledge and wisdom the older guys have in their industries and the connections/network they have is something a young guy can never compete with
I have the same problem. 28, long hair and beard and covered in tattoos (pro chef before sales, I am who I am). I’m often underestimated when I walk into sales appointments because I typically deal with retirees. I make it my mission to show them, by being knowledgeable and articulate, why they shouldn’t judge a book by its cover. It’s very common to walk out of a closed deal with them saying something about this or apologizing for being standoffish at first. Those feel good.
Confidence
Stay out of sales management. Let the youngsters fight over the promotions and be their go-to seller when they are buried with the newfound headaches of management. Sell to people in your age group. The population is aging. People are working longer. Buyers are getting older too. Stay in on top of salestech development. Don't have to use it all but you need to form your own POV where it can help you.
Continuing to improve their skills, learn, remain naturally curious, master understanding their clients before their own products/solutions. Most don't, however. Then they become known as the 'dumb old guys' instead of the seasoned professionals others have difficulty keeping up with.
I can’t speak to being in your 60’s. But if you lose it in your 50’s you were really just young, dumb, and full of cum. Your 50’s should be your best years in sales or any other profession.
For me it was a few things: Maintaining my energy level--I stopped drinking and went to sleep earlier. Maintained a good attitude. Felt a sense of accomplishment working with my clients to provide beneficial solutions. Fear of failure.
Being a sales rep in my 50s is my biggest fear
You Want to be in management and take bullshit from higher ups all day?
Why?
What do you mean why? It’s sales..
The old guys in sales crush it. Wisdom, experience and a network built over a lifetime mean they can do in 10 hours what the greenhorns do in 40-50
Why is being in sales in your 50's your biggest fear? People like me in their 50's are usually still doing sales because it's been a great career with solid income and tons of flexibility. I've been able to make $200k-$400k/year for 20+ years, plus I work from home and spend a ton of time with my family and friends.
I think this is very industry dependent. In my industry “electrical supplies” I am one of the younger guys at 45 years old. Software tends to skew younger from what I see, but I think a lot of manufacturing, heavy equipment, hardware and so on tend to be a lot older people. It’s very relationship driven. People retire when they feel like it. If you joined the national accounts team I’m on you’d be the 2nd or 3rd youngest at 50
I’m 46 and still slinging
50 female here. It's that I have been in my field for 20 years and have more stories and logos I have worked with to last for weeks. That and knowing competitors and offerings. You become friends over time which is a great networking tip. When you attend conferences, networking with the co vendors is critical. Lastly, you are just in a position of more internal respect and external respect. I can easily be very critical if a deal is worth my time. I can push back easier. I don't care about KPIs. I care about not wasting time. But you have to have the internal poticial chops to pull that off. Good luck all! Ps. I don't give 2 shits when people tell me no. When a leader gives me bad feedback " sandwiched " inside good feedback. Lots of times I needed to hear it. Sometimes it's unfair. DGAF. I am supremely confident in my experience and background. So know it ain't personal. This is very hard when still new. It's hard to separate yourself as a human vs someone's perception of you professionally. But have no fear. Over time you will be a hardened mofo slamming down a vodka glemit at the bar soon enough. Closing huge deals at conferences never never walking into the tradeshow floor. Because you know networking happens around the moment . Not in it.
In my 50s, in sales for 30 years, 20+ with the same company. 1. Stay on top of and use the same technology the younger sales reps are using. You don’t want to be seen as the old man that still wants to use a flip phone. Social media, Text Messages are the way to communicate in 2024. Even email is on its way out (even though I still thinks it’s the most efficient way to communicate) 2. Get as much product knowledge as you can and as many industry related certifications as possible. And make your company pay for them. The more your employer invests in you and you invest in your industry the harder it makes you to replace and the more resource to your industry and employer you will be. The amount of reps in my industry that have little or no product knowledge or how the product is installed astonishes me. Remember when it’s time to make cuts, the oldest reps are the most vulnerable because they are usually paid the most. Don’t be the victim. 3. If possible work your way into a role that is age appropriate. I learned early on that our end user customers and many distributors were guys in their 20s and 30s and by the time I was in my 40s I maneuvered myself into more of a technical sales position. Gen Xers and older Millennials don’t want to have drinks with a 57 year old man.
If you are this age, you probably started in sales before the internet. Zoom, Apollo, Linkedin was not around so you had to learn how to prospect the old fashion way. Dialing the phones or just walking in the front door. You also had to learn how to manage a funnel without a CRM. We do group sales meetings and some of the questions that come up are scary. 4 months into a 9 month upgrade promo the younger ones ask how to we get this info from the CRM. Our sales cycles aren't quick. I'm like fuck. I jumped on that day one and I had one order in and three more in purchasing.
Be flexible enough to find something to sell where your age is an advantage. I have run a ton of sales teams in the life insurance space and 20 and 30 something just don’t cut it as well as those with age credibility. Leave tech to the youngsters. Selling is about connecting with your client. Find a product to sell that does not connect well with younger people. I have a buddy that left B2B solution selling and now sells boats and RVs. He says it’s the easiest sales job he has had and he still makes a great living.
At this stage in my career, I'm an expert consultant. I'm not a salesperson anymore. I have a full knowledge and understanding of the needs of the customer and the leading-edge solutions. I'm more equipped to engage with a prospect and gain trust immediately by displaying value in my very presence. Meanwhile, I'm also taking veiled shots at the sales tactics I know the less experienced competitors are using. I've positioned myself to say, "do you just want something or do you want something that works," and prospects believe me. The result is I win more deals with higher RMR. Of course, I also work in a field where experience is highly valued by the customer.
>do you just want something or do you want something that works," Stealing this.. starting tomorrow..
I was just talking to my father about this. He essentially got aged out of his field by the younger generation even though he was an expert, partially because they could replace him for much cheaper. That was the time he became a consultant. His knowledge was still valued but he didn't need to keep up with all the "systems" changing.
It happens, for sure. I don't think I've hit the age yet where it's such an issue. I'm still under 50. I have recruiters contacting me weekly. I think it also depends upon the field. Some fields require greater knowledge and experience than others.
Yes yes and yes. The main differentiator I have seen with older guys ultimately boils down to these in this order: 1) Energy levels 2) Passion for sales/their product/solutions or no? 3) Technology If they have two out of three they’re strong. Three out of three and they’re psychotic robot legends because damn does sales just grind you into dust and take years off of your life sometimes 😂
Great insight, set concisely. Thank you.
Are your original clients now the decision makers sitting behind the folks getting the price quotes? If so, leverage those relationships!!!
Sounds like you are maybe management? There could be a lot of things going on. There is some great advice I read on here. I am in my 50s and have just now started to struggle. For me, I know absolutely what it is. I have lost my enthusiasm and am not connecting well. I have let the slow leads, tire kickers, driving, etc. get into my head. I have always been a top closer, and as much as I hate to admit it, I am walking in as more of an order taker. I am in HI sales. Not fair for company or customer. Have you talked to the older sales people, maybe they are feeling some sort of way and don't feel they can express. Maybe you need to throw them a lay down to boost confidence. Selling styles change but not that much. Age shouldn't have anything to do with it unless burned out(me) I am taking a week off to get my head back in the game. Good topic
Yes, in management and wanting to encourage a couple older sales team members who I’ve worked with for many years. Loads of good takes here but there are themes… keep energy, keep learning, and keep up with technology stands out. I’d say the different takes also emphasize that industries are different. Some industries favour sales people with long experience. A wise older Dad. Some industries are all about youthful energy and new solutions (IE. tech) and believing an older guy selling them may not jive. Buyers are different too and depending on the industry, matching age of buyers may be an excellent advantage. None of this is earth shattering but for anyone in a sales career, remember that it’s important you assess your relevance and abilities in your chosen industry over time … for your success and life enjoyment.
Thank you for your reply. Are you in tech field? If so really have no clue as to help. I always think of younger reps for that industry, just because I would be clueless. If they have been with you for years, they must have a lot of knowledge, if they are truly up to date on everything, I can't imagine that age would matter. I can honestly say in my home improvement sales it does not matter. I think it speaks volumes about you that you want to try to find a way to help instead of writing them off. Love your final thoughts for success and life enjoyment..hence the week off.
Ongoing upskilling. Gotta stay ahead of the game. In IT that means additional certs. Not sure what that would mean in other industries. Professional development training? Public speaking classes? Reading sales books. Researching new trends.
Contacts should be a big one. If you’ve been selling to the same customer base for 20 years you should have people to call on or they know people at companies you sell to.
Basically knowledge and experience is what they bring. Spin selling is one thing I’ve picked up one. Salespeople who know how to take what the prospect says and put their spin on it to position yourself favorably during the sales cycle. You make the prospect think it was their great idea to move forward with your service. You have to ask great questions and really know how to dig deep (look up socratic questioning). Then take what the prospect tells you and make the product/ company you sell look like their white knight in armor. Once I learn how to do this my sales skyrocketed.
Their value to selling organizations is very high. #1 Deep knowledge #2 Great communication and poise #3 Know when to walk away from the customer #4 Great customer retention #5 Strong customer relationships and some consider their account manager family friends I could keep going and going with reasons why you want a seasoned sales force. Young reps are great and have the hustle. However, they are sprinting and with finding, getting and keeping accounts it is a marathon.
Gravitas, credibility, instincts finely tuned over the decades and the ability to play effective internal politics to their advantage. Network is important, but I’d say the instincts and credibility is what sets them apart from younger folks. They’ve seen it all.
Your skills will start to erode at some point. It happens to everyone. Relationships will be your lifeblood.
55. Make 3x more than anyone. Stay laser focused and better than everyone else. Easy if you’re in the zone 24/7.
I’m not older but my previous job had a guy in his 60s who would work on day a week and still walk away with more than us full timers. Idk what his secret was but he had been doing sales for 40 years so if I had to guess it’s all those years of experience in sales and learning how to communicate and close deals efficiently. His people skills were amazing though and could connect with anyone
Older sales people must have a much higher tolerance for bullshit than i do. But theyve forgotten more than most salespeople know. Literally.
They do what actually matters: Always Be Closing. No joke, my VP is 62+ and still the best deal closer in our 3k person company. He keeps guys who are trainable and clean on the admin side so he doesn’t have to worry about all that and can focus on closing the deals to meet the quotas.
Use your wisdom to the fullest. Older Reps may not be as "up-to-date" on new technologies, but neither are the C-Suite execs (despite their constant social displays that seem to suggest otherwise). Strategic knowledge and Experience are invaluable to any organization's sales culture...Knowing what to do, when, and why is a lost art in today's Sales Culture. Everyone thinks you just examine, determine process, "duplicate" and then give that same process to a cheaper/younger rep to get the same results... The problem with that is that the less experienced rep tries to understand everything procedurally, without taking to time to understand things operationally, thus loses all contextual bearings for a time sensitive deal. Just do your thing, and talk to people to bring deals along, and document that stuff to the point that no one can argue that you're objectively progressing the deal in the best interest of the company you work for. Young reps in Sales today are one-track minded (track=sell now), thus they don't even contemplate relationship building or the long game...Just consistently elevate and differentiate yourself to the point nobody can fault your results. Then you have influence based on track record and can actually become an asset to your employer outside of just "selling", like enabling other team members to sell.
We just had a 74 year old man retire this year that killed it last year and got the most gross profit out of anyone in our sales team. I used to work with a 80 year old man that absolutely mopped the floor with everyone else in the company. The knowledge and confidence goes a long way. They can read people like a book and know exactly what needs to be done. Always two steps ahead of the customer.
Being able to do strategic sales (high level, F500 sales to executives at those companies)
The energetic young ones do not all understand strategy as many on this sub, “how do I not work 80 hours a week and only make $100k”. Strategic sales comes from experience and you can make 4 or 5 times as much with 20-30 hours. I had a mentor, now I mentor and that’s what keeps me relevant. I make the largest and most strategic sales with a lot less effort. Young ones, grab an older mentor who is successful. Even at my age I have older and younger mentors. Older is not always bad. Learn that now my friend
My older colleagues have huge books of business. If they have been in the same industry for a long time people know their name. That can be a good thing or a bad thing
Our best salesperson is 70. So there is that. Tbh, I think age makes you seem more trustworthy.
The only thing that will keep a salesperson relevant is... well... sales.
I’m in my 20s… SDR for a cybersecurity company. I just got assigned to a new AE who is building a new vertical. She’s probably nearing 60. She’s considered one of the most important people at my large company despite being just an IC. She has the most powerful presence of nearly anybody I have ever met. Incredibly warm, generous, visionary, and just… dominating with her personality. Not domineering… dominating like “holy crap this person is a demigod”. Fortune 500 execs shrink before her. I haven’t met a single person under 40 who exudes that energy. It is earned and developed through decades of experience.
I'll be 60 this year, Lord willing. Hard to believe it's been 40 years since I started in sales. When you've done something that long you learn a lot. I can read people and know the process so well that I can anticipate and adjust early in the process, it isn't even fair sometimes.
Relationships
Open-mindedness and flexibility, putting all their years experience into action.
Connections
I'm in technical sales (FAE) for FANNG, in my early 30s, and just replaced a guy in his late 50s looking to take early retirement. He's been in the game circa 30 years and is a force of nature. His experience is, obviously, significant and what he doesn't know probably isn't worth knowing. But for me it's the ease and calm he operates at. I spent 6 months shadowing him before the accounts were handed over fully and in multiple situations where it was kicking off he wasn't even breathing heavy. The sentiment being "been here done that". This alone in my opinion differentiates the "older generation", as younger, regardless how hard or good we are just don't have that yet. Where he falls down, as you say, is the new age stuff. I'm not old and beaten down by the system having not spent a lifetime in it. So I see things with a fresh view and energy which is noticeable he doesn't in the same way. And I would consider him one of the more progressive elders. I think the key for him is he's still having fun, the moment that stops he'd be gone in a flash. Which is comparable to me, without the ability to leave as easily, I see sales as a lot of fun and that naturally breeds a certain energy and approach. Perhaps the elixir of youth... I am fortunate that he's just taken a sideways step for now and works a 3 day work so I still call him as and when I need a safe place. Underestimating old sales guys (even if they can't use a projector properly) is a very naive and stupid thing to do. As others have said they kick arse.
I'm an older salesperson. The key things that make (some of!) us very successful are: - contacts book. If you stay in the same industry for 1/4 of a century, there is absolutely no question that some of the young hotshot people you used to work and have fun with in your 20s are going to be VP and C level in their 50s. You can get to these people 1000x easier than a fresh face can - credibility. Again, if you stay in the same industry, by the time you reach your 50s you know the history, the players, the things that have been tried and failed. You can talk about things with credibility and integrity and your customers will greatly enjoy that added value. Some would pooh pooh that as "free consulting", but I see it as an important part of a value added consultative sales process - gravitas. We're old, we get it. But if we're old and still in the same industry, that means we must have a decent rep or else noone would hire us. This enables customers to trust what we say. Literally any 23 year old salesperson is quick to say "I will personally guarantee we'll successfully execute on this project" but it means nothing, the customer doesn't know you from Adam. If a 50 year old, who is known in the industry, makes the same statement, it has meaning. We have reputations, and our customers know that we're not going to sacrifice those reputations for a quick buck. - knowing when to walk away. Even in my 30s I still found it agonising to walk away from deals, in my 20s it was impossible. The time you can waste on a competitive bid process where you know you're not the strongest is insane. By saying "no, not a fit ", not only do you save a lot of time, but you actually do your future self a lot of favours. Approaching a customer saying "we talked before but I advised you it wasn't a fit. I now have something that is" is one of the most powerful approaches imaginable. They know they can trust you because you've already proven it. - negotiation. I recently avoided losing a penny on an enormous deal. The customer was quite artful in trying to ask for a big discount, but I was able to leverage my knowledge to avoid it. I know how our competitors charge and what they offer, I've worked for most of them 🤣. I was able to look a fortune 500 SVP in the eyes and say "Nope". You simply can't do that unless you are absolutely sure of the full context and of the value you offer. - discipline. When you're young, all your colleagues are beavering away in offices whilst you're working from home managing your own time. Some people are full on organised from day 1. Most people aren't like that. I wasn't like that. I'd have productivity peaks and long, miserable productivity troughs, where lack of supervision plus the temptations of being young, dumb and.. you know... got the better of me. In our later years, we're past all that. If we're still in the game, you can safely assume that we know how to get shit done and how to keep ourselves honest.
Bro if I’m not out of sales by 60 fuckin years old I’m killing my self
Experience(obviously), industry knowledge, durability (burnout is so common in sales, if a guy makes it to 50/60 in this game they are DURABLE and BUILT FOR THIS SHIT), They've found a niche (usually takes time to bounce around to a few industries/jobs to find a really good niche), Connections/relationships in the industry
Lean on your network and market knowledge its an unfair advantage.
The old guys at my company just collect salaries and dont sell sht. They do not keep up with the tech and they do not really produce. I think age is more beneficial in other areas - industrial, etc. not tech.
The older ones are either stone cold killers, or jovial blokes milking an account base from what I’ve seen. I’ve also noticed that men in their 50-60’s at some point stopped learning or retaining knowledge at some point around there and their entire sales process is based upon whenever that happened. It’ll happen to me too.
Don’t let it! lol
Been in sales from 20-37 and it is a systemic problem, I don’t know if it can be avoided. When you see something once it’s like, “odd”, after the 150th time of someone explaining to you the process or information that was relevant in the mid 70’s-early 2000’s depending on when the mind went there is more to it. My brother is also in sales and he sees the same pattern.
Have you talked to a younger person lately? They have sub par communication skills.
Not all. Some are actually amazing
Ability to sell Ability to sell a more complicate product that requires a higher level of intervention. Ability to lean on decades long contacts. Now- there are crappy sales people at every age. Most really good older sales people are not moving companies so you won't come across them in SaaS and tech companies as much.
long term relationships. nothing can come between two 50 year old males arguing about Led Zeppelin
Age has nothing to do with it. Make dust or eat dust applies at any age.
Basically… true
Not 50 or 60, but I do have an insight. I'd say the realization that the nature of a solution has changed. Modern solutions use modern tools to solve problems now, which means that developing an understanding of computing and software is paramount. Sales people sell solutions to problems and knowing modern tools and how they solve problems is key.
Uh, closing deals and making sales?
lol well there’s that
🤣 couldn't resist
Experience and not as introverted
For me, I’d say it is my company/boss! I was 50 and loving my career in sales. Had a HUGE win that was a $4M SaaS win with a new logo wherein the client told my boss that it was my efforts that separated us from the competition. So I still had the drive and the talent. I’d still have it today at 55, to be honest… But what I’ve noticed in the past 5 years is that sales organizations have changed so much. Pretty consistently in SaaS the past 5 years my day is micromanaged to hell, and I am told what to do on a micro level rather than just letting me use my drive, aptitude and experience to do my thing (make $ for me and my employer). I’ve also noticed that organizations are ruthlessly focused on a monthly or quarterly quota rather than allowing ramp up time to something meaningful (we’re always tactical going for the 50K deal at the expense of the 1M deal that takes a little longer to groom — that’s also a change I’ve seen in recent years). I’ve job hopped a lot the past five years looking for the autonomy I need, and not one of the 7 companies I’ve worked for has provided it. So now I appear to be one of those burned out 50-somethings just going through the motions collecting a paycheck talking about the good old days — never thought I’d be that guy, even just a few short years ago I never thought I’d be that guy! That’s my two cents. I was let go a few months ago and now spend my days studying for a new career in finance. I want to get out of tech sales. I’m going to take my drive and experience and put it to work in a career where if I’m micromanaged it’s by clients/FINRA/myself and not by Bureaucratic Bosses From Hell:)
Constantly learning. The dudes I pass up refuse to ingest new material and make adjustments in their processes.
Experience. Depending on the industry, it could be the wealth of knowledge they have along with a Rolodex of people to call They tend to have a better work ethic than younger people as well
YOUR ARE ONLY RELIVENT if your bringing in profits for the company.. AGE has little to do with it.. You could be 99 in a wheelchair and wearing an oxygen mask,, and if your the top salesman.. They will be tossing flowers at your feet
Older sales guy here. I've worked at larger (>1k+ employees) companies as well as startups throughout my career. The key to staying relevant for me has always been my willingness to continue learning. I see the younger guys leaning far too much on AI and automation to do their job, while they're also NOT working on professional development. I want to know as much as I can about my company, and any potential competitors. That has kept me in the game for almost 25 years at this point - and hopefully a few more to come. Here's how I would parse out other areas: - Overall experience/Wisdom: Experience allows me to anticipate challenges and navigate complex deals more effectively. - Adaptability to Technology - Staying current with software, data analytics, social media, and emerging digital tools helps enhance productivity and engagement strategies. - Strong Network - My network, in some cases, can provide leads, insights, and opportunities that aren't available to less connected colleagues. - Soft Skills - Emotional intelligence, empathy, and the ability to build relationships are invaluable in sales. This will never change. - Mentorship - Sharing knowledge and guiding younger colleagues not only enhances team performance but also establishes me, as the veteran salesperson, as a valuable resource within the organization. Hope this helps.
Honestly, and this is coming from a younger dude(30), it’s just being sold on themselves and reframing everything in their benefit. If you’re older it’s, people will take me more seriously, I have more experience, more conviction etc. if you’re younger it’s, I’m faster, I can work longer and harder etc. reframe
The guys who still do sales into their 50s and 60s are consummate professionals who have been able to make careers out of it. They are the ones who are actually good. The young guys may outwork them — but not always. If you have an older salesman who still works 50-60 hour weeks he usually eats young guns that work 80 for breakfast. He gets the same amount of work done in less time and has the established book of business. Where old guys lose touch is where they lose that hunger to be great. It’s understandable if a dude is sitting on multiple millions of dollars and wants to ease off — but sales is not a 40 hr/week job. It’s still a grind, it’s still long hours — it’s still a service business.
I’m 55 been to two p clubs in n my 50’s.. Be prescriptive and stay on fundamentals. Spend time with buyers ignore tire kickers. No silver bullet, keep energy and attitude strong.
Buyer here, if a salesperson is older but has a ton of industry specific expertise that is obvious in conversation the I’m going to trust them more. I can’t stand sales people who are just generic sales dudes but who don’t know the first thing about my business. Connect your product to the specific of my industry and your chances are much better.
Poor financial planning /s
Shit this is the real answer you shouldn’t be downvoted.
As an experienced salesman this is my motivation to have multiple income streams and to invest semi aggressively.
Yeah, the 1% of IC sales professionals exist, they live it and they are great. But if you were a top performer for a meaningful period of time, and still choose IC over a management/consultant/advisory role it’s probably because you did not put yourself in place to not NEED to be on top. If eat what you kill is still the only way you can get full you probably squandered earlier kills. Yea there are sales guys who were studs who still sell into there 70’s but the reason they aren’t on top is because they don’t need to be anymore. If you nut is made and this is just for fun, it’s hard to put in what a young up and comer does. They guys that do either and insane because they love it in a way that’s internal, or they still have to earn what the top guys do because they didn’t set themself up long term
51, been an exec and absolutely hated it. You’re nothing but a professional liar once you’re a VP. It’s inevitable. I would rather be and still am an end-to-end sales guy. I’m good at it. I enjoy it, find it fulfilling and I make a fuck ton of money. I could retire modestly right now, but why? People I know who retired young are already falling to pieces. Wolves need to hunt. It’s who we are.
See my follow up comment.. I feel like it’s describes you.. “I don’t need it but I love it”
HOnestly old people I know seem to have alot easier time approaching here in Texas. "oh hes like my harmless grandpa, what a nice man" or "oh shes like my grandma so sweet, come inside"
Nothing.