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 Lazar, CEO
Ability Professional Network
Experts in Recruiting Sales Professionals