ClearRock’s Susan Peppercorn is quoted in Kathleen Furore’s Chicago Tribune’s article titled, 

“Older workers shouldn’t feel discourage about getting back into the sales game”

DEAR KATHLEEN: My 68-year-old brother wants to get back into sales and is having a very difficult time finding a job. Any advice? — D.F.

That’s a tough spot to be in, especially in today’s youth-oriented marketplace! But there’s no need to give up, according to the industry experts I contacted. Here are just a few tips they offered.

Shefali Raina, a New York City-based executive coach, says to be strategic. Instead of applying to every sales job you see, be more targeted in your search.

Do your homework on the job marketplace so you can identify industries who like hiring the 50-plus workforce — healthcare is one example. Also look for companies with diversity initiatives such as “returnship” programs. (Google “returnships” and you’ll find information about and links to “returnship” opportunities!)

Upgrade and repurpose your skills and experience. “Review your skill set versus current demand in the marketplace and invest in training where needed,” Raina says. Not tech or social media savvy? Polish those skills, she advises. “Also, ask yourself where you will add the most value. With extensive sales experience, you might have significant value to add as a sales coach or a sales force trainer.”

Susan Peppercorn, senior consultant at ClearRock, a Boston-based career transition, outplacement, leadership development, and executive coaching firm, suggests updating your image.

First impressions are crucial! Ask someone you trust for feedback about your hairstyle, clothes and other aspects of your appearance. “It’s important to look contemporary and age-appropriate,” Peppercorn says. “And, if you haven’t purchased a new pair of glasses since Bill Clinton was president, do it now. Nothing ages a person more than outdated eyeglasses!”

Rafe Gomez, co-owner of VC Inc. Marketing, who also has done work as “The Rehirement Coach,” advises preparing a spreadsheet. It should detail four key points: Where and when you’ve worked, how much revenue you generated in each position, and the sales rank you achieved in each job.

Read entire article on Chicago Tribune web site:–tms–careersntp–h-a20180815-20180815-story.html