Experience comes only with time and the number of cases you have done in those time. The more you work the more experience you can garner and the more responsible and knowledgeable you become. Salesmen who are experienced are valued a lot in whatever industry they are from. They just need to be good salesperson. Someone that has experience in selling lot of products of the company and also who has been the guiding force behind the young newbie are respected the most in any organization. They must have lived their life n selling things but when they grow old, it is time for them to teach others the skill. They should not just keep it to themselves but it makes sense to impart the knowledge that they have learnt in the last many years to people who consider them as their mentors.
Though selling is not considered to be everybody’s cup of tea but a veteran salesperson can make it a bit easy for guys who are having a hard time selling stuff. We definitely need a veteran salesperson when it comes to selling heavy equipment. The newbie who do not have much exposure in heavy earth moving machines will find themselves to be lost when they are given the task of selling these machines. No doubt that they have to study things in order to learn more about heavy equipment but this subject being so vast and complex, the help of a veteran salesperson is very much required.
Heavy equipment companies have seen the impact that a good mentor can have on the new guys and therefore before recruiting an experienced salesperson, they grill them a lot by asking various questions that displays their attitude as well as their persona. The companies will not want to just hire someone who knows how to sell but does not know how to teach others to sell. Being in the heavy equipment industry for years, one will know most of the attributes to sell machines but what use are those attributes if they can’t be imparted to hone someone else’s skills and therefore the heavy equipment companies invest their resources in hiring guys who can in turn become good mentors.
The veteran salesperson should be optimistic with the most pessimist sales guy working in the company. If he believes that he can transform him into an able and competent employee that makes him a valuable asset for the company. More importantly, he needs to sit along with the young guns and explain them the tricks of the trade. Give them situations and ask them to work things and then finally give tips when you see them doing something wrong. Some sort of salesman client interaction role play is needed to assess what the guys are lacking. This will help the veteran to understand what they are doing wrong and how that can be rectified. This is how he will act as a guiding force to the young salesman who sees discomfort in selling heavy equipment.