Direct industry experience isn’t the ‘ Be-All and End-All’ in sales.
As someone who has spent decades in sales- including years as a hiring manager, I’ve seen a recurring mistake all too often made by hiring managers: over-prioritizing direct industry experience at the expense of overall professional sales expertise, business acumen and….savvy!
Sales success isn’t about intimate familiarity with every detail of an industry—it’s about the ability to build relationships, solve problems, and drive results. Sales professionals with a track record of success have honed these skills across various sectors, and the principles of great selling—listening to customer needs, negotiating value, and fostering long-term partnerships—are universal.
Sure, industry knowledge helps, but it can be learned. What takes years to master is how to navigate complex buying decisions, lead a team, or close deals that transform businesses.
When hiring managers discount, and disregard, seasoned sales professionals because they don’t have specific industry experience, they may be overlooking a wealth of adaptable talent and doing their company and team a disservice. Let’s focus on what truly matters: the skills and experience that deliver results, regardless of the industry.
What’s your take?
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