"You can’t send a duck to eagle school."
So says one of ZS’s co-founders when discussing potential challenges associated with changing a sales team's roles or responsibilities. Taking a "nature versus nurture" approach to sales, we typically subscribe to the idea that salesmanship cannot be taught. Organizations should hire for personality, then train for skill.
This concept arose once again during a discussion with executives of a regional insurance carrier who were thinking about converting the firm’s “renewal” reps to pure “hunters.” As we discussed their challenges and opportunities, they asked, “Should we just hire professional salespeople”?