Weekly Wisdom

June 5, 2024

The Hidden Value in Hiring Outside Your Industry

Welcome to this week’s edition of Wesleyne Wisdom!

Today, let’s address a common misconception I hear so often: the idea that you can hire a superstar salesperson who will immediately hit the ground running.

Let’s be real. The reality is quite different.

Instead of hiring your competitor’s so-called rejects, it’s time to focus on hiring based on strong sales skills rather than industry experience.

Let's focus on why transferable selling skills matter more than immediate industry knowledge and how this approach can lead to hiring truly effective salespeople.

Strategy of the Week:

Hiring for Sales Skills Over Experience

Ignore the Myths:

Understand that most reasons given by candidates for leaving their current job (e.g., lack of growth, management changes) are often just excuses.

• ?? "No opportunity for growth" – Have they invested in their own development?
• ?? "Management changed" – They might dislike new structures.
• ?? "Exceed my quota by 20% every year" – Unlikely if they’re leaving.

Look Outside the Industry:

Recognize that sales talent involves innate qualities like ambition, tenacity, initiative, and grit, which can't be taught.

• ?? Expand your talent pool by considering candidates with diverse backgrounds.
• ?? Focus on their selling abilities rather than their knowledge of your product.

Focus on Natural Talent:

Don't limit your search to within your industry. Strong sales skills can be transferred across industries.

• ?? Ambition and tenacity are key drivers of success.
• ?? Initiative and grit help salespeople navigate challenges and bounce back from failures.

Teach the Product:

If your product is good, anyone with the right sales skills can learn to sell it effectively.

• ?? Provide comprehensive product training.
• ?? Develop robust onboarding programs to bridge knowledge gaps.

?? Coffee Break Reflections

Take a moment to reflect on your current hiring practices. Are you overly focused on industry experience?

How can you shift your approach to prioritize sales skills and potential? Think about the last few hires you made—what qualities stood out, and how successful were they?

Consider how you can develop a more holistic hiring process that evaluates candidates' abilities to build relationships, communicate effectively, and adapt to new challenges.

Reflect on the impact of training and ongoing development in shaping successful salespeople. Are you providing enough support and opportunities for growth within your team?

Think about how your hiring strategy can evolve to create a more dynamic and capable sales force.

This shift in perspective can lead to more resilient and adaptable sales teams, ready to meet the demands of an ever-changing market.

ONLINE MASTERCLASS

The Art and Science of Effective Questioning

Join us for this live masterclass.

Why Should You Attend?

In the competitive world of sales, mastering the art of questioning is crucial for uncovering client needs, building trust, and closing deals. This masterclass, led by sales expert Wesleyne Whittaker, will dive deep into the techniques and strategies that turn ordinary conversations into powerful, solution-oriented dialogues.

What You Will Learn:

• The Psychology Behind Effective Questioning
• Techniques for Active Listening
• Structuring Your Questions
• Overcoming Objections
• Real-Life Examples and Case Studies
• Education-Based Prospecting

Who Should Attend:

• Sales Professionals looking to enhance their questioning techniques
• Sales Managers aiming to train their teams more effectively
• Business Owners seeking to improve their sales strategy
• Anyone interested in the art of sales and effective communication

Sign up today to make sure you don't miss it!

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Actionable Strategies

Use Behavioral Interviews

Ask questions that reveal how candidates have successfully applied their sales skills in various situations.

Broaden Your Job Descriptions

Craft job descriptions that emphasize sales skills and capabilities rather than specific industry experience.

Develop a Robust Training Program:

Create a comprehensive onboarding and training program to get new hires up to speed on your product.

Encourage Continuous Learning

Foster a culture of continuous learning and professional development within your sales team.

??? Podcast Spotlight

Building Human Connections That Drive Revenue

A Conversation with Ruben Dua with Dubb

In this episode, we dive into the importance of building effective communication and relationships, crucial for integrating new sales reps, even if they come from outside the industry. Ruben Dua shares insights on how human connections can drive sales success. Don't miss it!

Listen Here

Remember ??

Rethinking your hiring approach can significantly impact your sales team’s success.

By focusing on sales skills and a growth mindset, you can build a resilient and high-performing team ready to adapt and excel.

Remember, great salespeople are trained, not born.

Until next week,