No Experience Necessary
Hiring novice sales reps may save you money, but are they worth the time and effort?
Marx Acosta-Rubio built his $6 million business with a salesforce 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 tobusinesses. His current sales force includes eight employees, sevenof whom have no previous sales experience. "I'd ratherhave someone who's a good human being and who hasn't beenpoorly trained, and train them properly," explainsAcosta-Rubio on why he prefers such hires.
He chose to adopt his company'sno-sales-experience-preferred philosophy as the result of a formerposition where he was both salesman and trainer. "Those [newreps] with no experience 'got it' more quickly, so when Istarted my own company, I had already figured this out,"Rubio-Acosta says.
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