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Do your new salespeople need to have industry experience?

Do your new salespeople need to have industry experience?

In a down economy, everyone wants to hire perfect candidates: great sales skills, industry experience, and a book of business. If you find that person and can afford them, hire them. Beyond that scenario, keep in mind that you are typically better off hiring someone with great sales skills who does not know your industry vs. hiring someone who has been in your industry but has a weak sales track record. Or, target companies that sell products related to but not competitive with yours. You will attract strong salespeople if they see you and your company as a step up in money, prestige, and opportunity. Figure out how to be the next rung on the career ladder for a pool of strong salespeople, and your recruiting results will improve dramatically.

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