I’ve written about this phenomenon in the past and I continually encounter it in many sales areas – the allure of experience. In fact, I just talked to a recruiter from a different part of the country who focuses on sales hiring. We talked a bit of strategy and I was just dumbfounded. This gentleman focuses solely on finding someone with as much industry experience as possible. His primary motivation – find candidates who can bring accounts with them. No discussion about skills, no behavioral-based questions, no attempt at learning their style and motivation…just simple experience. I am not even sure if he asks if it was successful experience. My… Read More
Continue ReadingThe Experience Myth
As you have probably ascertained, we are strong proponents of hiring for ability/potential that matches your sales as opposed to tenured experience in your industry. Naturally, this article – The Myth of Experience – from Managesmarter.com is right up our alley. Please allow me to reference an analogy from later in the article: Don’t fall into the myth of relying upon experience. Instead look for potential. That’s why there is always an image of flowers on a package of seeds. We don’t really care what the seeds look like. We want to know what they will become. I like that characterization even though I am not one to use “potential”…I… Read More
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