I want to spend some time discussing the difference, obstacles and advantages of training for sales and management within different age groups. I will take on the obvious one. I have and still on a daily basis have been blessed with the opportunity to train both the very young and the...we'll call them experienced... sales persons.

One of the most obvious is the young, open mind opposed to the experienced person that has predetermined ideas. I have found that there is an upside to both! It is definitely true that the young salesperson has an open mind that is readily cultivated and eager to learn, while the experienced person coming in with a predetermined notion has to be shown that that the person doing the training not only is his or her equal but also somehow has more knowledge than them. Not easy to pull off unless you really are better and have a lot to offer.

While the young mind is easy to impress it is incumbent upon the trainer to teach the young salesperson the right way with integrity or you could ruin him or her forever.

Unfortunately, the experienced person usually has an "I know everything" attitude and you have to break through that before the learning process can begin. If you can break through, the training is a lot less tedious because they usually have a lot of the basic skills, even some advanced skills. They also bring the baggage of some bad habits. With the young person, even though their mind is open, you are literally starting with a blank canvas. There is a lot to teach!

I find enjoyment from training both.

I have found that the reason a young person wants in on the sales profession is quite different than his or her older counterpart. The young person is a great deal of the time looking for validation that he or she cannot find in routine jobs. They love the excitement, the contests, the fun, but most of all they like being part of a team that is motivated to be all for one...almost like belonging to a club, if you will. The idea of the big money that lures many into sales is not a major factor to the young person and I am not sure that they believe it anyway. They want their job to be fun and they love the excitement of possibly winning trips and awards that give their life validation.

On the other hand the older sales professional is almost 100 take them to where they want to go. It still is just part of the formula. They still must have mentors.

On the other side of the equation, the experienced sales professional, just like in a lot of marriages, has let the flame on the candle not shine through quite as brightly. Also, just like in marriage, you have to constantly stoke the flame. Keep the love burning.

Well, in our great profession so many experienced sales persons have all but let the candle extinguish. Imagine what a professional you would have if you could have the experience and the youthful enthusiasm. WOW! Each group brings a lot to the table. I have found and encouraged the approach that the young can and should learn from the more experienced and the more experienced should definitely take a refresher course from these youngsters on the proper attitude and enthusiasm in which to attack their profession.