I talk to prospects considering our sales management software and younger sales teams are a definite trend. The younger sales person is cheaper, and may be considered more trainable. However, I also suggest that companies, like a pro football team, mix grizzled veterans into the salesteam and treat all as sales professionals.
Sales is a profession to me, just like accounting or engineering is a profession to accountants and to engineers. I have put the time in to learn my profession and each day spent selling continues my education. Often, I sense a lack of respect for sales people by management of the prospects I speak with. This is a warning flag to me and I feel for the men and women selling for companies like this. Nothing is ever done right by salespeople in this case. If the deal is won, then the product sold and the sales guy just polished the door knob, and if the deal is lost, the sales person is seen about to fall on his/her sword. After all, the great product can not lose, right?
I worked for a company like this once. I came off a good year, and a fine December. Commission payments were late, and when paid, were short. I spoke to the CEO, who ran the sales team, and his opinion was that others participated in the sales and I was paid enough. I replied that I had a pay plan which dictated commission paid as did other sales team members. I quit on the spot and was on the street for one day.
I do not suggest rash decisions. This creates undo pain for the sales person. I do suggest that all sales professionals work for companies that value the sales process. Beware of lip service paid to this.
