Can you teach an “old dog” (i.e., baby boomers) new tricks in today’s world of sales, with an increased emphasis on collaborative selling and recurring revenue? Or is it difficult to get older sales professionals to adapt to this “new world?”

We’ve accepted the fact that the transition will be slow or may never occur for some of our baby boomers and even Gen Xers. However, these mature, performing salespeople can still fit well in an organization. I think as the decision making transitions to the next generation, we may see some fall-off in the senior sales reps’ performance.