Dear Stephen,
I'm 59 years old. I've been in outside sales in the interiors industry for years—as a senior sales rep, a sales leader, and most recently, selling for a well-known luxury brand with success. I recently lost my job, not for cause, but because my company was acquired and my position was eliminated. Long story short, I'm looking for another sales position.
I've been interviewing but so far, no luck. Sometimes people tell me I'm overqualified. But really, I think it's my age.
I think companies are hiring younger, less experienced salespeople because they're cheaper—it's as simple as that!
I can't seem to get a break, and since I can't change my age, I don't know what to do. It doesn't feel fair because I have a strong book of business, or rather, a group of relationships that I've maintained for years in the luxury furnishings industry. I could bring these customers to any manufacturer, but I keep getting rejected.
What do you see? Is it strictly financial, or is there ageism mixed into hiring salespeople today?
Signed,
Vexed Veteran
Dear V.V.,
I hear this a lot, and I understand where your mind is going.
When people get passed over a few times, it starts to feel personal—maybe age-related. In my experience, that's usually not what's happening.
I place people every day, and many of them are in their late fifties, early sixties, even beyond. Clients aren't afraid of experience! In fact, they like it, they trust it, especially in client-facing roles.
What it's usually about is the salary more experienced salespeople say they require. At your level, they're not concerned about your age—they're concerned about what you want to be paid. They respect your book of business, but they also want someone who's flexible. If they think they can't afford you, they'd rather pass because they're afraid if they hire you, you'll leave as soon as something bigger and better comes along!
I always tell experienced salespeople who have made good incomes to share up front when they interview that it's not about the money—it's about the opportunity. The hiring company or manager needs to feel comfortable that you understand there's money to be made, but you're not demanding a minimum number based on your experience. And who should know that better than an experienced salesperson!
If you walk into an interview with a "pay me more because I'm worth it" demeanor, the interviewer will immediately sense it (even if he's only 32!) and will be turned off. By the way—if you're expecting a super high base salary, you'll be looking for a very long time!
You don't need to take less money. That's not the point I'm making. You just need to be thoughtful about how you position yourself. Let the interview conversation be about the revenue you can bring and what you can do for the company—not what you've earned over your long career. An interview conversation can always go south when you start talking about big salaries you've made in the past.
So, no—to answer your question, I wouldn't assume you're being passed over because you're 58. I would look instead at how you may be coming across in the job market. Too expensive? If you look and act too expensive, then you're not aligned with the company. But if you look like a value hire, age becomes a non-issue right away. After all, age is just a number!
Signed,
Stephen