Submitted by: Richard D Dickerson

I’m hearing, reading and getting more comments about companies not wanting to hire “older” salespeople. No one over 55 is desired for sales because the belief is that “they can’t keep up with the younger generations.” Help me here. How is “keeping up” defined? Since when is energy level a function of age? Agreed, there is some natural slowing physically. But so what? Since when does selling successfully mean only high energy?

Energy level is worthless if you can’t get to work on time and it doesn’t bother you. Style is meaningless if traveling and prospecting is demeaning to you. Urgency is a deterrent if your customer is lower energy. Competitiveness is foreign if you always “won” and got a trophy because you simply showed up! All this behavioral emphasis doesn’t make sense when other factors are far more important for sales success—factors like values, experience and attitudes. Especially attitudes, which are essentially personal skills honed by time.

Oh yeah, you may also hear…“those boomers are not ‘wired’.” “They’re not computer savvy.” Does savvy mean sending endless inane texts so I don’t have to speak to anyone? Is that how relationships are built? Is my value defined in terms of the dexterity of my thumbs?

I have spent extra time becoming more computer proficient and Internet savvy. Many other “over 55” sales professionals and I have embraced electronic marketing, selling, blogging, and even social media. And, while at times I have felt frustrated and wanted to resort to my always-ready legal pad, I know success demands I use these high-tech tools.

The question business owners and managers need to ask themselves is this: Do you want speed or rapport? Knowing what to do and when to do it is more valuable than high energy and style. Having well developed values, personal skills, knowledge, and real world involvement is more productive than a fast rookie. This is not to say that rookies should be avoided—they can be great additions to a sales team. However, salespeople who are professional and experienced should be welcomed and valued, regardless of their chronological age. Especially when they want to sell and can! And bring unique value others can’t.

Richard D. Dickerson is the national accounts manager with The Brooks Group, which provides sales and sales management assessment, training, and retention consulting and programs for companies of all sizes and in all industries.