Subscribe to Entrepreneur for $5
Subscribe

No Experience Necessary

Hiring novice sales reps may save you money, but are they worth the time and effort?

By
This story appears in the December 2002 issue of Entrepreneur. Subscribe »

Marx Acosta-Rubio built his $6 million business with a sales force made up almost entirely of "green" talent--employees who were completely new to the world of selling. In 1998, Acosta-Rubio, 32, launched One Stop Shop, a Chatsworth, California, company that sells computer supplies and peripherals to businesses. His current sales force includes eight employees, seven of whom have no previous sales experience. "I'd rather have someone who's a good human being and who hasn't been poorly trained, and train them properly," explains Acosta-Rubio on why he prefers such hires.

He chose to adopt his company's no-sales-experience-preferred philosophy as the result of a former position where he was both salesman and trainer. "Those [new reps] with no experience 'got it' more quickly, so when I started my own company, I had already figured this out," Rubio-Acosta says.

4th of July Subscription Sale - Unlock this subscriber exclusive article and more for 20% off today.

Access all Entrepreneur content with no ads, unlock discounts, and get exclusive advice only available to our subscribers. Plus, our magazine delivered straight to your door.

Get 20% off an annual subscription today. Just use code SAVE20 at checkout.

Entrepreneur Editors' Picks