Why You Should Hire Salespeople Outside Your Industry

Why You Should Hire Salespeople Outside Your IndustryToo many hiring managers and sales executives believe the most cost-effective and efficient way to find top talent is to hire from within their industry. The idea of less ramp up time, industry knowledge, and predictability are all valid reasons to consider industry reps, but it may also cost you more time, effort and money in the future. Before you hire your next sales rep, consider the advantages of hiring outside your industry first.

1. Positive Company Perception

Companies that restrict hiring to industry-only candidates give off the perception that they’re resistant to change. Top talent is attracted to companies that are using best practices and offer the opportunity for growth, not companies that always want to stick with what’s safe and comfortable. The best way to communicate to top sales reps and sales leaders that your company is progressive and current is to hire top performers outside of your industry.

2. Sales Skills Over Technical Knowledge

One of the reasons companies want to hire salespeople within their industry is to find someone with industry knowledge. While this may help decrease training and ramp up time in the beginning, it does not mean the sales rep is a top performer. Hiring sales reps with high revenue achievement and track records of success are better predictors of future sales success than simply technical knowledge.

3. No Non-competes or Customer Block Out Times

Many companies hire within their industry in order to expand their company’s sales funnel by capturing previous customers and contacts from new hires. There are two reasons why this logic is flawed. First, when hiring within the same industry, the chance of running into legal issues with non-competes is very high. You can spend hours of your time and energy recruiting and soliciting people, but then find out they can’t join your team because of a non-compete.

Next, even if someone doesn’t have a non-compete that they can’t be in your industry, they may have customer block out times where they can’t continue relationships with past customers for up to one, two, or even five years down the road.

Hiring outside your industry ensures that you won’t waste your time searching for the perfect candidate only to be stifled by legal issues.

4. Unlimited Talent Pool

A small talent pool can only produce so many candidates. You’ve cold called, solicited industry players, sought out the competition and you’re still not finding people within that audience? Your only option left it to hire B and C players. These people are able to sell and achieve, but won’t get you the results that an A player would. In a small talent pool, you’re forced to hire, but not based on skill set. When you open up the playing field to outside of your industry, suddenly the talent pool is enormous and the likelihood of hiring an A player becomes much higher.

5. Fresh Perspective

Hiring from the same, like-minded group of people is ideal if you want to keep ending up with the same results. If you want to promote change and innovation, consider hiring outside of your industry. Someone who is not familiar with your industry can provide a fresh perspective and outlook on the way things are done at your company.

Hiring from outside your industry can potentially save you time, effort and even money throughout your recruiting process and well into the future. That’s not to say you should completely rule out hiring anyone from within your industry, but you shouldn’t limit your recruiting efforts to industry only. The advantages of recruiting outside your industry are great and should be considered when deciding what skills are most important when hiring a new sales rep.

In Sales, This Is the Best Way to Stand Out Among the Competition

By Jason Fell (Entrepreneur.com)

One of the biggest challenges for sales reps is to stand out among competing sales reps and companies. Sales expert, Grant Cardone, explains how to best stand out and stay visible in order to achieve sales success.

In Sales, This Is the Best Way to Stand Out Among the Competition 

Grant Cardone

How to Use the Power of Storytelling in Sales

By Keith Randolph from Invenio Solutions

One of the best ways to get a customer across the line is to tell them a good story. Not only will it harness their attention, but a good story will make them realize how their situation is similar to a previous, satisfied customer. Keep reading to learn how to tell a great story and use it effectively.

How to Use the Power of Storytelling in Sales

Story-Teller

The 6 Greatest Sales Management Lessons from Hubspot’s SVP of Sales, Mark Roberge

By Lauren Licata from the Base CRM Blog

Mark Roberge, Hubspot’s SVP of Sales, grew their sales team from 1 to 450 employees. In an interview with Base CEO Uzi Shmilovici, he described scaling sales teams, the future of sales, and what he learned along the way. Keep reading to learn about 6 important sales management lessons.

Which sales management lesson did you find most helpful?

The 6 Greatest Sales Management Lessons from Hubspot’s SVP of Sales, Mark Roberge.

Hubspots SVP of Sales

Your Prospects Give You Their Time. What Are You Giving in Return?

By Andy Paul from Zero-Time Selling

Are selling and sales activity the same thing? Sometimes too much sales activity can actually hinder the sale. Keep reading to learn more about which techniques work and which don’t.

What do you do when a prospect isn’t moving fast enough?

Your Prospect’s Give You Their Time. What Are You Giving in Return? 

create-value

What Recruiters Look for in Sales Resumes

pile of resumesAfter posting a new position on a job board or company website, you will often become inundated with resumes, phone calls and emails. It can be time consuming and tedious to sort through the large volume of resumes and inquiries, even with a large staff. Use these 3 indicators to discern top sales talent from candidate resumes and determine whether a candidate will move forward in the hiring process, or get moved into the ‘no’ pile.

Continue reading

7 Best Note Taking Apps

Brett Nuckles (Business News Daily)

Before jotting down notes on scattered Post-it notes during your next prospect call, consider taking notes digitally. Not only will this help prevent your notes from getting lost, but digital notes are also searchable so you can always find what you’re looking for. Continue reading for 7 of the best apps for digital note taking.

Do you prefer to take notes on paper or digitally?

7 Best Note Taking Apps

note taking apps