STOP Hiring Failed Sales Retreads: The Industry Sales Experience Myth

Подробнее о видео

STOP Hiring Failed Sales Retreads: Blowing Up The Industry Sales Experience Myth - Ed Marsh Consulting

There's a myth in the industrial manufacturing space. The myth is that it's important to hire for industry sales experience.

The idea behind it makes sense. It should shorten the ramp-up time. Ideally, reps will even bring existing relationships with them.

But here's the thing. Most of the sales reps who are looking for opportunities and who have industry sales experience are running from chronic underperformance. You can look at their time in role, and in most cases we can map it against a timeline for ramp-up, sell cycle, retraining, and PIP.

In other words they stay in each role until their lack of performance becomes uncomfortable - then they look for another. That means that in most cases, all industry sales experience gets you is familiarity with the industry jargon packed up in a mediocre sales rep.

The alternative is to hire great reps. Salespeople with extraordinary sales skill.

I advise companies to think in terms of 2nd standard deviation talent.

If you hire strong sales people with business acumen and the facility to quickly learn enough to be conversant in your product, they'll bring something industry experience can't deliver.

These sales people will be able to make the business sale - to reach and sell to the level of management that's relevant for your product.

I have a very carefully engineered process to identify, attract, recruit, hire, interview, vet, and onboard industrial sales reps of this caliber.

Stop settling. Stop hiring weak sales reps who talk a good game.

00:13 🚫 Hiring based on industry sales experience often leads to mediocre teams.
00:40 ⏳ Sales reps still need time to learn company culture and processes, even with industry experience.
01:39 📉 Many salespeople leave their roles due to underperformance, often citing external reasons for their failures.
02:32 🔄 Excuses are common among salespeople; they rarely take responsibility for their lack of performance.
03:01 💼 Buyers focus on outcomes rather than technical details, meaning sales reps must have business acumen.
03:58 🌟 Companies should hire sales talent with exceptional skills rather than relying on industry experience.

Helpful Links

Sales Candidate Assessment -
Industrial Sales Recruiting -
Objective Management Evaluation -

More
Industrial Manufacturing Marketing -
Industrial B2B Website
Industrial Sales -
Revenue Growth Framework -
Revenue Growth Consulting -
Industrial Marketing -
ORE™ (Overall Revenue Effectiveness Framework download) -

Ed Marsh on Twitter -
Ed Marsh on LinkedIn -
Ed Marsh on Instagram -
Ed Marsh on YouTube - @EdMarsh

Ed Marsh Consulting, Consilium Global Business Advisors, PO Box 622, Ipswich, MA 01938 (978) 238-9898


#IndustrySalesExperience #TechnicalSales #SalesHiring #SalesRecruiting #SalesInterviewing #SalesExperience #HiringSalesReps #HowToHireSalesReps #SalesTraining #TechnicalSalesAndMarketing #SalesCoaching #SalesManagement #WorldClassSalesHiring #HireSalesPeople #HiringASalesTeam #HowToBuildASalesTeam #SalesSkillsAssessment #SalesCandidateAssessment #SalesTest #SalesTesting #SalesInterviewTips #OMG #IndustrialSales #SalesRecruiting #IndustryExperience