Subscriber Discussion

I'm Judgmental When I Get A Salesperson That's In Their 20's

UE
Undisclosed End User #1
Mar 28, 2018

I'm judgmental when I get a salesperson that's in their 20's.

It's taken me more than twice that to be this smart. Young salespeople may have great sales technique, but I'm looking for a sales partner that can add value to my projects. I don't care at all what sex they are.

NOTICE: This comment was moved from an existing discussion: Do Women Have An Advantage In Security Sales?

JH
John Honovich
Mar 28, 2018
IPVM

I made this its own topic because it's an interesting question.

Of course, it depends on experience. A 50-year-old salesperson who was selling photocopiers or MRI machines until 3 months ago is not going to extremely helpful in this industry. And a 25-year-old who has been doing security since age 11 (only a slight exaggeration) can be excellent.

But, in general, a salesperson who is just out of school tends to lack both domain expertise and business understanding and is not very helpful. Actually, this came up in the debate about Hikvision Hiring 50, Direct Out of College, Sales People (which evidently has not happened, at least not 50 yet). On the other hand, there can be upsides in terms of greater aggressiveness.

I would say the more complex the sale, the more complex the technology, the harder it is for a younger salesperson to excel.

Thoughts?

Avatar
Michael Budalich
Mar 28, 2018
Genetec

Reading this makes me glad I’m 31 :)

 

all kidding aside some of the young sales people I know are very knowledgeable. How about giving them a chance ?

(4)
(1)
JH
John Honovich
Mar 28, 2018
IPVM

Even 'young' is broad. A person with 1-year experience at 25 is almost certainly way less productive and knowledgeable than a 25-year-old with 4 years of experience (assuming similar intelligence / drive etc.). This is not a claim just for this industry, but generally from sports to business.

(1)
UM
Undisclosed Manufacturer #2
Mar 29, 2018

I think that there is a place for both young and old or experience and new to the field.  The trick is knowing how to utilize the skills that each group has.  However, I think it goes beyond just young/old.  For example, you don't generally send someone from Iowa to call on prospects in New York City - or vice versa.  Obviously there are exceptions, but generally people want to do business with people they are comfortable with.  Of course that's easier said than done, but the bottom line is you just need to know your audience and plan appropriately.  

(1)
JH
John Honovich
Mar 29, 2018
IPVM

but generally people want to do business with people they are comfortable with.

Might that not be another advantage for older people then? In this industry, 'decision makers' skew older (i.e., unlike social media companies, rarely will the CEO be a 27-year-old). Plus, if the decision maker has known a salesperson for 10 or 20 years, and assuming positive experiences over that, they may favor that older salesperson even if the younger salesperson is similar in other qualities but lacks the built-up history with the buyer. Thoughts?

(2)
UM
Undisclosed Manufacturer #2
Mar 29, 2018

Yes - it might be.  We are in a relationship driven industry, and there are clearly advantages to 10 or 20 year relationships.  However, practically, that can only get someone so far.  There's only so many times a rep can switch companies and maintain that 'trusted advisor' type of role with their contacts.  

To be clear - I'm not advocating old or young.  I'm saying that in my opinion a successful sales organization needs a mix.

(1)
Avatar
Rick Caruthers
Mar 29, 2018
Galaxy Control Systems

I love your last sentence " There's only so many times a rep can switch companies and maintain that 'trusted advisor' type of role with their contacts." This is so true in our industry...When you see someone with two or less years per job you begin to wonder..What are the chances that this person is so lucky to continue to land with better companies and superior products every time...I enjoy working with folks that value longevity and stability. I know that I look at this on resumes and take this into consideration with every potential hire. 

As far as the topic raised above, I recall when I was this 25 years old and recall being mentored by the industry veterans. As long as the new generation embraces this and is willing to learn they will become that trusted advisor. 

(1)
UM
Undisclosed Manufacturer #4
Mar 30, 2018

I agree with you to an extent, but I can come up with many examples where the technology just continues to evolve and people have to jump to the next thing.

This is very different through than those who blow through 6 different camera vendor sales jobs in 5 years telling everyone they know that what they are selling now is way better than what they were selling before.

Avatar
Sean Patton
Mar 29, 2018

It's taken me more than twice that to be this smart

So why wouldn't you respect someone who might be smarter than you in less than half the time? I'm not saying they don't have more or better life experiences, but they certainly have different life experiences. Would your opinion change if you knew they were hypothetically a honorably discharged officer of the military? How does age (or lack thereof?) preclude someone from adding value?

I'm actually not completely disagreeing with you, I hammered on the young "kid" sales engineers all the time where I worked for being punks... on the other hand, I was in outside sales at 27 or 28, and I think I added a fresh, new perspective to projects =P

(3)
UI
Undisclosed Integrator #3
Mar 29, 2018

Of course age is a factor.  

Too young, no experience beyond book knowledge or too old, stopped learning.

Both are equally correct and flawed IMHO.

When I was young, I had more energy to chase anything and did.  I provided more support time and eagerness.  The effort was appreciated and rewarded.

Now that I’m closer to the end of a career I chase less, win more and support better but less effort.

When technology changed I learned.  It made a difference.  I know others that didn’t and while they have amazing relationships and can set an appointment with almost anyone, they will always require a support person for any presentation. 

So....is that a big deal or obstacle?  I don’t think so.  They become a different sort of resource. 

(3)
Avatar
John Bazyk
Mar 29, 2018
Command Corporation • IPVMU Certified

It's taken me more than twice that to be this smart.

I just turned 30 (as of three weeks ago) hopefully, you won't judge my comment to harshly.

I have a case for choosing to work with honest hardworking 20-year-olds.

Let's start by asking what's the difference between a 22-year-old in 2018 and a 22-year-old in the 1980/90's.

Today we have thousands of online resources to learn from. We have YouTube, IPVM and, dozens of other resources. While not everything on the internet is good, there is still a lot to learn from and you can tell pretty quickly what's good information and what isn't. 

I was sick a few days this week. I recently brought on solar sales to our company. This week I spent hours in my bed taking online classes and wanted to learn as much as I could. After about 10 hours of classes, I can with confidence go out and sell a solar system to a home. I wouldn't have been able to do that from my bed in the 90's. Normally my education takes place on my laptop in my chair at night or while I am at the gym running on the treadmill. I can learn anywhere/anytime. 

If I don't know the answer to a question. I can find it out pretty quickly. Email, Text Messaging, Social Media all help with this. There have been times where I couldn't figure something out and no one in our company could (including the technicians that have been with us for 30 years). My first instinct is to go to a facebook group for whatever manufacturer we are dealing with on the problem and ask the group. Within seconds I get an answer that solves our problem.

In the 80/90's salespeople didn't have the same resources we have today. That's why it took you twice as long to get that smart. 

I'm looking for a sales partner that can add value to my projects.

A millennial is what you want. They're ready and willing to build a relationship with you. They'll get your cellphone number and connect with you on every social media platform you're on. They'll connect with your co-workers and regularly post content on LinkedIn that's valuable to your company and keep you up-to-date with the lastest features. If they're good you'll be friends with them on facebook and instagram and you'll learn more about who they are as a person outside of work. Your professional relationship will go beyond professionalism and become more personal. 

 

 

(2)
(3)
UI
Undisclosed Integrator #3
Mar 29, 2018

Happy Birthday!   30 seems like yesterday now and forever away when I was 20.

I have raised a few millennials.   I am fortunate that they appreciate “old person knowledge” at times.

They have a significantly higher education made possible by our joint hard work and my finances.

Mentors (good ones) are valuable and one of the hardest to find and listen to.  Imagine a person who wants to help you and asks for nothing back?

Look forward, glance back.  The future is one minute from now. 

(1)
JH
John Honovich
Mar 29, 2018
IPVM

John, great feedback.

Today we have thousands of online resources to learn from. We have YouTube, IPVM and, dozens of other resources.

If I don't know the answer to a question. I can find it out pretty quickly. Email, Text Messaging, Social Media all help with this.

I certainly agree all of these are major improvements over even the 1990s.

While it depends on the position one is (what they are selling / doing, how complex it is, etc.), there are still important limitations on what one can learn and how well / quickly they can implement.

I am sure there are lots of good resources, e.g., on VoIP, and even if I studied them responsibly and got help from forums and other people using social media or email, I am pretty sure I am still (1) going to be slower and (2) going to make more mistakes (some which we may be very costly) relative to someone who has lived it for years.

So I don't doubt the gap / time has reduced but I do wonder how much still remains and how big that part is in terms of value that an employee brings.

(1)
Avatar
John Bazyk
Mar 29, 2018
Command Corporation • IPVMU Certified

am sure there are lots of good resources, e.g., on VoIP, and even if I studied them responsibly and got help from forums and other people using social media or email, I am pretty sure I am still (1) going to be slower and (2) going to make more mistakes (some which we may be very costly) relative to someone who has lived it for years.

You're right, that's why we should work with people with experience on the final project. Between learning all you can, participating in the community and working with guys who have the technical experience (not salespeople actual technicians doing the installations) anyone can become a pro and cutting the learning time down dramatically. 

 

JH
John Honovich
Mar 29, 2018
IPVM

anyone can become a pro and cutting the learning time down dramatically.

I don't know about anyone :) Seriously, I do think that a particular risk of less experienced employees is that a non-trivial percentage of them effectively drop out because either they (or the market) realizes they are bad fits for the job. To be clear, here I mean personality / personal interests. For example, consider me being an RSM.

With someone who has been successful for some time, say 10 years, it's pretty strong sign that person has not only the knowledge but the temperament and interest to do the job. Hiring someone new out of school, the risk is much higher that they simply don't have the right personality / interests to do that job, knowledge notwithstanding. 

(1)
UE
Undisclosed End User #1
Mar 29, 2018

John H., that's my issue... as an end-user I watch and read all of the IPVM, YouTubes, etc. to learn about technical security solutions, but that learning isn't hand's on with experience to back it up. When I say I NEED my integrator to be more knowledgeable than me, it's HAND'S ON EXPERIENCE I am talking about and that needs to be demonstrated starting with the first sales meeting. 

(1)
Avatar
John Bazyk
Mar 29, 2018
Command Corporation • IPVMU Certified

it's HAND'S ON EXPERIENCE I am talking about.

I may be a unicorn, I started working with technicians installing security systems when I was 14 years old, my summers were spent pulling cables for CCTV systems at high schools in the area and testing fire alarm systems. I went through the apprenticeship program in CT two times. All of that hands-on experience in the field didn't help me as it pertains to being a salesman or what I do to build our company today. What has helped me more than anything is learning from others and my ability to build professional relationships, the biggest contracts I have brought into our company were not because of my technical skillset (while I do have that). I can with confidence say they were all because of my ability to build/maintain a relationship with the client. 

 

(1)
UE
Undisclosed End User #1
Mar 29, 2018

I'm the original poster and you all are making great points that I mostly agree with.

I'm judgmental when I get a salesperson that's in their 20's.

To clarify, my response from another thread was to illustrate that age (in most cases their industry experience) matters way more to me than their sex.

Here's an example of something a young salesperson recently said to me. "Why don't you like Arecont cameras? Our other customers love them." (insert my big NO headshake)

I'm just judgmental and prefer a sales person that is more knowledgeable than me. I'll give anyone a shot but may revert back to those I have a trusted relationship with.

(1)
(1)
Avatar
John Bazyk
Mar 29, 2018
Command Corporation • IPVMU Certified

Thanks for the clarification. That makes a lot more sense now. 

Avatar
Sean Nelson
Mar 29, 2018
Nelly's Security

I am the exact opposite. I find that older salespeople cant keep up with the technology and industry as good as the younger crowd. I feel they have an arrogance and see no need to continue learning. Sorry to be so cliche but more often than not, this is true for me when dealing with "seasoned" sales people.

TBH, overall, this has little do with age though and has more to do with the type of person you are dealing with. Humility, Hunger, and Loving what you do will always make a great salesperson, regardless of age.

(4)
(2)
New discussion

Ask questions and get answers to your physical security questions from IPVM team members and fellow subscribers.

Newest discussions