I\u2019ve written about this phenomenon in the past and I continually encounter it in many sales areas \u2013 the allure of experience.\u00a0 In fact, I just talked to a recruiter from a different part of the country who focuses on sales hiring.\u00a0 We talked a bit of strategy and I was just dumbfounded.<\/p>\n
This gentleman focuses solely on finding someone with as much industry experience as possible.\u00a0 His primary motivation \u2013 find candidates who can bring accounts with them.\u00a0 No discussion about skills, no behavioral-based questions, no attempt at learning their style and motivation\u2026just simple experience.<\/p>\n
I am not even sure if he asks if it was successful<\/em> experience.<\/p>\n My attempt to move the discussion to skills, talent and motivations was summarily dismissed by him and we ended up having a rather short phone conversation.<\/p>\n This conventional wisdom for sales hiring is persistent today.\u00a0 My thought is this \u2013 what happens when the candidate pool decreases dramatically?\u00a0 Highly-specific industry experience will not be prevalent.\u00a0 What then?<\/p>\n Perhaps that is the day I am waiting for.<\/p>\n","protected":false},"excerpt":{"rendered":"