Comparisons between sport and business are used all the time and it is particularly relevant to compare sales to sport. Sales is fast paced (hopefully), it is competitive, it is something you can never perfect and there is often a perceived winner and a loser. Nothing new in this comment. Usually however in most sports it is the athletes who are in the prime of their physical prowess that are the winners. Recently however we have seen several exceptions to this rule, with athletes bucking this trend.
Kelly Slater, Tom Brady, Serena Williams and Roger Federer, all considered beyond their prime in sporting years, have been not only competitive in 2022 but still a major force in their sports. Kelly Slater aged 50th finished 15th in the world this year including winning the Pipe Masters which is the world’s premium surfing event. Tom Brady was 40 years old when he was named MVP of the National Football League, and 43 when he was named MVP for the Superbowl. He was not only able to compete in the incredibly physical sport of NFL football well beyond an age when most have bowed out, but he was, and is still one of the very best. The same can be said for Roger Federer and Serena Williams, who both thrived at the very top of tennis despite being in their early 40’s.
What these older sportspeople had near the end of their careers was experience, was mental strength, was knowing what worked and how to win. There is a reason why sporting events have an age group called “Masters”, they are the ones who know their sport inside and out. There is also a reason why most coaches or mentors are older. The purpose for sharing this information is that in 2022 we have seen a shift in the value attributed to the more experienced salesperson (55+ years) or team member. It has often been assumed the more experienced salesperson perhaps might not have the energy or the drive to be as successful as they once were. The game has changed however, and we are predicting that in 2023 the older salesperson will be sought after much more than in the past few years. Experience and knowledge of a more successful salesperson is now critical, so much so that youth is no longer an advantage. Just like Slater, Brady etc the older salesperson can bring the experience and knowledge to win more so than ever before.
One of the most critical reasons however in the change in desire for the more senior salesperson is that they are now seen as more reliable and loyal than the younger generation. We have all heard stories about prospective employees ghosting businesses after an interview, or more alarmingly, signing a contract to take up a position and not showing on the start date. I started hearing comments sales leaders were looking for older salespeople in about the middle of this year, and now we are hearing it all the time. The point is to highlight that whilst there is still great value in the less experienced or younger generation as they often bring great energy and excitement in their roles but that currently the value of someone who is loyal, who has seen tough times in the economy in the past and who is not chasing a new role just for an increase in salary is benefitting more companies. We have seen too many people jump ship this year during a massive labour shortage, and the perception of the younger salesperson in the eyes of the employer may have taken a downward shift.
As the global economy heads into more turbulent waters, we are seeing an increasing desire by companies to employ a more level-headed individual, someone who has seen the good and the bad, someone to steady the ship. The value of placing a more experienced salesperson in your team but also alongside your clients should not be underestimated. The beauty of business is that nothing stays the same and often things are cyclical so maybe it is the time for the seasoned team members to shine!
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