Overcoming Age Discrimination in Sales: Owning Your Experience

Age discrimination is the most common form of bias we see. Let’s call it what it is—frustrating. You’ve built years, maybe decades, of experience, only to have hiring managers give you the side-eye when you apply for roles that might seem beneath your level. While that sting feels unfair, it’s not entirely unreasonable.

Age discrimination often arises when you apply for jobs where leaders expect younger candidates. That doesn’t mean they’re ageist or dislike your experience. It means they’re accustomed to seeing younger applicants for their positions. Leaders may ask, “Why would someone with this much experience want this job? What went wrong?” It’s not so different from how junior candidates aren’t considered for senior roles—it’s just how the system works.

Address Your Experience Head-On

First things first: Don’t shy away from your age or career path. Some applicants try to downplay their experience, thinking it will make them seem more approachable for a role. But this strategy often backfires. When hiring managers realize you’ve been less than transparent, it raises even more questions. Instead, own your experience and the journey that’s made you an expert in your field.

You might wonder, “What if I don’t get an interview by submitting my resume with all my experience?” That’s a possibility. But if someone is truly going to discriminate against you, it will happen regardless.

Try a quick note like this: “Are you by chance wondering why someone with my experience would want a role like this? Give me a call, and I’ll tell you exactly why.”

When you’re upfront, you position yourself as someone self-aware and confident—qualities that seasoned professionals naturally bring to the table. Be clear about why you’re interested in the role, despite your extensive background. Whether it's because you want to return to client-facing work or seek new challenges, explain it with confidence.

Tailor Your Resume to Highlight Recent Achievements

It’s essential to keep your resume fresh, even if your experience spans decades. Hiring managers want to know what you’ve done recently, not just what you did ten years ago. Showcase your most recent achievements, particularly those that align with the role you’re applying for.

A good approach is to divide your experience into two sections: Recent Experience and Previous Experience. In the Recent Experience section, focus on the last 10 years of your career. Highlight accomplishments, skills, and leadership roles that demonstrate your relevance in today’s market.

For the Previous Experience section, list earlier roles briefly in bullet points. Include only job titles, dates, and major accomplishments that are still relevant but less central to the current role. This keeps your resume streamlined while acknowledging your past.

Don’t forget to update your skills section to reflect current technologies or methodologies. Employers expect you to stay up-to-date with industry trends, and demonstrating adaptability helps overcome age bias.

The Income Concern

One of the biggest factors working against you could be your income history. If you’ve come from a higher-paying role, especially if it’s a significant step down from what you’ve previously earned, hiring managers are likely to have concerns. They might wonder if you’re simply taking the position as a “step down” or if you’ll be dissatisfied with the compensation long term. The reality is that many hiring managers will have valid fears about hiring someone who has come from a higher earning role. They may worry about your long-term commitment, or whether you’ll be constantly comparing your current pay to what you once made.

Be careful here. If you try to reassure them by saying, “I don’t need to make what I used to,” that might not land the way you intend. That’s a pretty scary answer for a hiring manager. Instead, it’s better to show that you know how to maximize your income, whether it’s through a strong commission plan or through your own ability to perform. Emphasize that you’re not afraid of tackling a commission-driven role, and that you are confident in your ability to earn based on performance. This approach shows that you’re not just taking the role out of necessity, but that you’re ready to bring value to the company—and earn what you deserve by doing so.

Go in as a Person, not an Expert

Your experience can either be seen as a liability or an asset—how you present it makes all the difference. Talk about the results you’ve achieved, your work ethic, and the personal qualities that set you apart. Avoid over-positioning yourself as an expert who knows it all; instead, go in as a person who brings valuable insight but is also eager to learn, grow, and perform.

We recommend demonstrating humility and openness. Acknowledge your experience, but don’t let it be the central focus of the conversation. Be willing to listen, ask thoughtful questions, and show interest in the perspectives of others, no matter their experience level. Emphasize your adaptability and ability to work collaboratively. This balanced approach signals that you’re not only highly skilled but also looking forward to contributing to a team.

Prepare for the “What Went Wrong?” Question

If you’re applying for a role that’s a step down from your previous positions, hiring managers may wonder what went wrong. It’s a natural question, and one you should be ready to address with confidence. Don’t get defensive—use it as an opportunity to control the narrative.

Frame your response positively: “When I think back to the most enjoyable times in my career, it was in a role like this—hard work, camaraderie on a small team, and selling a product I believe in. I’ve got another 15 years of work in me, and I want to spend it at a company like yours.”

Remember, confidence is key. The more comfortable you are with your experience, the more others will respect it. Age discrimination often stems from uncertainty—whether it's from the hiring manager or your own doubts. By owning your experience, showing your value, and addressing the elephant in the room, you prove that age is just a number.

Own Your Worth

At the end of the day, you’ve earned your place in the field. Don’t let anyone—yourself included—discount your worth. Stand tall, speak up, and make your experience work for you.