I’m a large-account sales guy who loves his job and wants to keep doing it. But how can I stay excited and current so I don’t become “the old guy”?
Here’s one surefire way: Become a great mentor. Keep selling, of course. You’re obviously good at it. But takenall that love you have for selling, plus all the insight you’ve gained, and spread them around. Coach, teach, inspire. You’ll feel younger every year.
Omer Murphy is the perfect example. He was one of the best salesmen that GE Plastics was ever lucky enough to employ, adored by customers, managers, and peers. He closed every deal with everyone feeling good. Then, in his early 50s, Omer asked to coach young salespeople as he did hisjob. He went on calls with them and, afterward, offered constructive critiques. Over time, he created what came to be “Omer’s Army,” a legion of energized producers, thanksto his mentoring.
The relationships energized Omer, too. Until he died in 2001, he remained young at heart. Take his lead, and so will you.
This question and answer originally appeared in Business Week magazine on October 22, 2007.
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