I took a chance and hired a sales rep that is outside of our industry. He is really killing it! Is he an exception?

Definitely not.

Successful sales professionals follow a process. They understand their craft, how to develop a sales funnel, how to relate to customers and how to understand their compensation program.

Great sales professionals have great potential.

Hiring a candidate on potential rather than relying on experience is a much better strategy.

Let’s take the example of the architect Frank Lloyd Wright:

  • There is no evidence that Frank Lloyd Wright ever graduated from high school.
  • He never attended architectural school.
  • He designed 1,141 structures, 532 were built and 409 still stand.
  • Born in 1867, he is considered to be the greatest American architect.
  • Not until 1949 did he receive an award from the American Institute of Architects.
  • His son invented Lincoln Logs. (Who knew?)

Frank Lloyd Wright was not formally educated in his field, but had great potential even at an early age.

There is a lesson here. Look for the potential in a your next candidate rather that his experience. I think you will be pleasantly surprised.

Have a successful week.

Ken


Ken Lazar, CEO

Ability Professional Network

(614) 403-6079

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