Hi Everyone,
As always, I greatly appreciate your emails, especially when they mention how someone would like to improve and expand their professional goals.
One email came from a middle-aged collector at an agency here in the US regarding his employment. After 5 years at the agency and a total of 25 years in debt collection (in which he has been fairly successful), he would like to give sales a try. Although he is very familiar with how his agency works and loves the corporate culture, he’s concerned that his lack of sales experience and his age may work against him in being considered for a sales position.
Here is how I responded to this gentleman:
[Thanks for writing in and sharing your thoughts. Let me say first that after 25 years in debt collection, where you have built a solid track record and a deep understanding of the business, it’s quite admirable to take on a new career challenge. I’m glad to hear you love your company’s corporate culture since that’s a strong reason to stay and grow right where you are.
I must tell you something important: good salespeople aren’t born, they’re built. You may not have formal sales experience, but you’ve been “selling” in a different way your whole career. Convincing people to pay, building trust with reluctant debtors, staying persistent, and maintaining a rapport with clients are all valuable sales skills. Don’t underestimate how transferable your long collection experience is to a sales position.
When you’re ready, I would encourage you to have an open conversation with your manager. Let him or her know that you have valued your time in collections but are now looking to contribute to the agency in a new way. Be honest about your desire to learn sales and your willingness to put in the effort. Share your enthusiasm for the agency and explain how your background provides insight into what clients need from a great collection partner.
To strengthen your case, you might suggest starting slowly by shadowing someone on the sales team, sitting in on sales calls, or helping with follow-ups. This shows initiative and gives you a chance to learn while not having to “prove yourself” from the get-go.
Don’t let your age hold you back. In fact, your long experience is really a strength, not a weakness. In addition, clients often appreciate working with someone who knows the industry inside and out. What you may lack in formal sales training, you would certainly make up for in maturity, credibility, and real-world knowledge.
So, the first step is to express yourself honestly to your manager and the second step is to show your willingness to put in the effort to learn. You’ve already proven yourself in collections and now it’s time to take that same drive and apply it to sales!
Please stay in touch.
Hector]
Hector the Collector is a credit, collection, and human resources advice column by Nancy Seiverd President CMI Credit Mediators Inc. Your thoughts and comments (nseiverd@cmiweb.com) are most welcome!
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