The Key to Sales Success: Rethinking the Importance of Industry Experience

Are you tired of hearing the same old refrain in job postings? "You can only apply if you have a minimum of [insert number here] years of industry experience." It's a common demand, but in the sales profession, is industry experience the be-all and end-all?

Let's be clear: we're not discussing specialized sales roles requiring specific educational backgrounds or industry knowledge. Those exceptions make sense, but they're just that - exceptions.

Now, consider this: the people making these demands often haven't ventured far beyond one or maybe two industries themselves. That fact alone should make you pause and question the validity of such requirements.

Consider other roles like HR, Finance, Operations, Product, Marketing, etc. They seek functional abilities that are transferable across industries. So, why should sales be any different?

Do you believe that industry experience is genuinely overrated? Just try Googling "sales success." You won't find a list that insists, "must have industry experience to be successful." It's simply not a defining factor.

What does it tell you when industry experience is set as a requirement?

Three things:

1. It might mean the hiring team is too lazy to dig deeper and discover a well-rounded salesperson with the right skills.

2. They may not even know the core skills and attributes for success in their company.

3. They could say, "We want your contacts and competitive insights so we can beat our rivals."
   

And here's an exciting twist. If you hire solely based on industry experience, you might recruit from your competitors.

Does that sound like a winning strategy? Imagine being a customer or prospect and learning your salesperson has hopped from one competitor to another. It's questionable.

No wonder salespeople sometimes get a bad reputation! So, don't limit your talent pool by insisting on industry experience.

Bernard Kuhn

Sales Strategist | Solopreneur and SMB Catalyst | Fractional Sales Leadership

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Honest and informed sales advice that speaks to your gut, aligns with your principles, and reflects what I stand for.