Did Your Salespeople Choose to Be in Sales?

Posted by Dave Kurlan on Wed, Jan 05, 2011 @ 07:01 AM

Even if you reviewed as many resumes as I do each week you might not notice this:  Most sales candidates did not have a sales position as their first job after college.  Most started as something else and then, out of the blue, they were in sales, sales management, marketing, or business development.  I always get suspicious when somewhere back in time a candidate went from Purchasing to Sales Management and never sold along the way...

So what happened?  Did they think salespeople had a more exciting life/role and wish to become one?  Were they given ultimatums to accept commission sales positions as a way of keeping their jobs during a recession?  Did they lose a job in their chosen profession and then take a sales position out of desperation?

Of more interest is why, after the transition, they remained in sales...After all, only a small percentage (26%) of them are reasonably good at it. 

The small percentage of people who chose sales as a career (if I had a resume, it would show sales as the first position but it was less a matter of choosing and more a realization that I wasn't qualified to do anything else!) aren't any more successful than those who didn't.

Let's conduct an informal poll/exercise.  After reading this, ask your most effective and least effective salespeople if they chose sales as a career or simply ended up in a sales career.  Then report your findings by commenting below.  We would be very interested in your findings!

Your comments might read something like:

"Our most effective salesperson was forced into sales 10 years ago.  Our least effective salesperson started in sales 20 years ago because it was the only job he could get."

 

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Topics: Dave Kurlan, sales, sales recruiting, selling, sales candidates, sales career, sales effectiveness, salespeople

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Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

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