Last week I was working with the sales leadership team of a client in Columbus, OH. We were addressing a number of topics including "where to find top sales talent, or at least good BD candidates".

On one side of the discussion were the people who felt strongly that industry experience was absolutely critical and that the best candidates come from within the industry, and especially from other non-sales positions within their own company. These people felt that it was easier to teach someone (with the right personal attributes) to sell than it is to teach someone to understand the industry. It's important to note that this is a very complex sales cycle and solution set.

On the other side of the discussion were the people who believe that top sales talent can overcome a deficiency in industry experience, within reason. They felt that top BD candidates can be found anywhere. They had a frustration with hiring "industry retreads" that had been less-than-stellar performers in other companies but have a good understanding of the industry. These people would prefer to reach outside the industry, hire top sales talent and teach these people about the industry and the solution set.

Which one of these strategies is more effective or efficient? There was no consensus, just spirited debate...

More to follow.