18 December 2000

Education, Experience, and Training

Do they really matter in sales?

by Mick Zangari and Benson Smith
Many companies have selection criteria that revolve around education and experience. After all, it's easier to ask your candidates about their grade-point average, or how many years of selling experience they have, than discovering and evaluating their sales talent. But education and experience are not the best predictors of future sales performance. Instead, you should look for a combination of talents that are appropriate for your company's sales mission.
Smith is coauthor of Discover Your Sales Strengths (Warner Books, February 2003).
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