College Degree Required?
Doyle Slayton | Jul 01, 2009 | Comments 50
I used to work for an organization that wrestled with the idea of whether or not to require a college degree as a prerequisite for employment. The importance of the discussion would heighten when considering advancement opportunities into management, director, and VP level positions.
What do you think… Is a college degree important in the world of sales? Does it create an advantage?
PDF Check Out These Related Articles!
Filed Under: Blog • Featured • Reader Questions • Sales • SalesTaxi
Is a degree necessary? No, but when you consider the emphasis and value of social networks, a degree does provide an advantage over someone without. Your alma mater was the original “social network”. Even your class ring could provide you with an advantage.
There are so many different types of salespeople needed that one cannot say in every case a college degree is necessary. In a highly technical field, it is necessary to understand the basics. In the classic sense of what people think of a salesperson, it maybe a detriment.
I don’t believe a college degree should be a prerequisite for employment – BUT I do believe education is IMPERATIVE for any top performing talent.
If I relied on my education to get me a job, no one would ever have employed me, yet I have paid more in taxes in a single year that most people earn in 5.
It took a few risk taking employers to take a chance on me in my early years of employment and a great deal of hard work from myself to self educate and build a track record. But ultimately I still do not have a college education and any employer that has this as a prerequisite for employment could miss out on a high performing individual.
AND I have seen what college grads learn, and in my opinion none of it substitutes for the experience in the field.
Education – College or other – is a great compliment for a talented and focused individual, but does not make a talented and focused individual!
I agree 100%. A former client of mine that has done extremely well in financial planning once told me that 50% of the members of his country club never finished college. Rather they had the ambition, drive and tenacity to succeed.
I think college gives someone the fundamentals of learning – essential tools to be utilized but it is the individual that makes the difference.
I never finished college but someone gave me a chance and I reached for the stars and became successful.
100% agree with Frank. A degree is what you learn from books which is almost in any case a part of history. For generic processes in life this is a welcome knowledge.
In practice you really have to learn the tricks, do’s and don’ts …. it something of the new age that some school books start to mention these too but it’s not normal/rule/common.
A lot of top entrepreneurs dropped out or didn’t go to college. In time they hired people with college degrees for the generic processes.
So, business & sales (sales is business) thus a good entrepreneur isn’t that individual because of his degree but what was there from birth and polished going through life.
Of course we all need a healthy doses of luck (at the right time at the right place with the right people and the right concept etc.)!
Knowledge is power! But it can be obtained through formal and non formal education, i.e: experience, reading, etc.
It depends upon the company requirements how to select for managerial position. The best is of course to select both: well background education plus well experienced person. Sometime person who has creative, innovative, integrity, broad minded, communication and analysis skill should be considered well, even the person has no background degree.
Many Business to Business (B2B) sales jobs require not only a bachelors degree but often specify “MBA Preferred.” For sales jobs titled “Business Development Manager”, a MBA is most always required.
On the other hand, many face-to-face sales jobs don’t require a BA, BS, AA, or AS degree–think retail sales. One doesn’t need a college degree to sell at Victoria’s Secret (but you’ll need one to become manager at Vicki’s.)
Selling coffee at Starbucks is just that.
Can I supersize your french fries and drink? Selling….no degree required.
__________________
I’ll add that I think sometimes a college degree can hurt as well. Not to show my narcissism (I’ve paid a counselor handsomely over 5 years to get rid of it), but sometimes I think my MBA from Duke and IBM Sales School training intimidates a few hiring managers. Too bad too, because I would like to learn from them–and vice versa–I think I’ve got something to teach. I’m not gunning to steal away any hiring sales managers job, though sometimes I think they avoid hiring me because of credentials. Other Duke Fuqua classmates have confirmed they share the same feeling based on anecdotal evidence.
Perhaps it isn’t the credentials (your degree from Duke) you clearly believe that in the past hiring managers are intimated by. Maybe it is simply the obvious-your arrogance —-it comes across in your handling of the simple response to the question you clearly think and believe you are ‘better’ than an under-educated candidate going for the same job. The perception that someone that doesn’t have your obvious strengths on the educational side would raise another question. Who has really accomplished the most with the opportunities in the past?? I have seen a lot of quality people carry the bag for many a different sales situations and independent of education it isn’t always easy to predict the producers. I have seen MBA’s with solid credentials not know when to go out and sell—settle into a pattern of over analysis. I have also seen seasoned reps that knock it out of the park and later discover they don’t have a 4 year degree. The best I heard it put when applying to situations such as this —He was born on 3rd base and beleives he hit a triple!!!
I stated this, “I would like to learn from them–”, but perhaps I wasn’t very clear. So, please allow me to restate one of my points another way: I think there is always something one person can learn from another person–independent of educational background. I’m perfectly pleased and contented to learn from anyone. My self-worth is no better than any other persons self-worth, and my God-worth is equal to any other persons God-worth.
Doyle, this is such a difficult call when it comes to sales, particularly if you look at earlier generations who graduated from high school with a better grasp of standard language, math, history, science and accounting than most people who have graduated from college in the last 20 years.
My uncle rose through the sales ranks of a prosperous company in the early 1950s, eventually becoming VP of national sales. He had less than 2 years of college under his belt, yet could write a perfectly worded letter, proposal or speech. This was not considered uncommon 50 years ago. Today, it’s considered exceptional, particularly since many executives create their own documents, and have no admin person to edit for grammar, content, spelling, etc.
Unless I had an exceptionally technical product that required highly specialized training to be able to discuss, I’m more interested in hiring someone who is smart, good with people, coachable, stays up with current trends, and has a verifiable track record of success.
I remember training a new hire about 10 years ago – college grad with a business degree – who asked me in all sincerity to explain to him what “dba” meant.
Good sales reps are life-long learners, whether they have a college degree or not. So…unless the product is so highly specialized that discussing it intelligently requires a college degree, I would say that the lack of a degree should not be a deal breaker when it comes to hiring.
Looking forward to the comments!
mb
Mary Beth – Well put – I think of the times I spend supplying a definition to answer the blank look at a word once part of most all high school graduates vocabulary. How much nuance and detail is missed boggles the mind.
Ninety-five percent of my customers don’t have degrees, but they have minds, and more importantly they hold the power to decide. Being well-spoken can trump a degree any day.
Hmm. First thing is that you want to be careful “requiring” a degree unless you can demonstrate an absolute requirement.
I think a degree demonstrates the ability to learn and exposure to subject areas.
Back in the day the conventional wisdom was that a liberal arts undergraduate with an MBA was the best combination.
Your Bachelors was to teach you how to think- not what to think.
We have fallen in love with the MBA, does it make people better at their jobs- the jury is still out.
Great sales people in my mind understand their product or service, listen well, and match up customers with the right product. They have good communication skills and some tenacity. Is there a degree in that?
I think we use degrees to screen people out more than in.
Call me old fashioned, but I think that track record, references, and understanding of the product are more important than a degree per se. And yes I have one…..
Call me old fashioned, too, just like the last person who commented, but I don’t think a college degree should be mandatory. At 56, I believe life experience, standards, values, and a commendable work ethic speak a whole lot louder than a college degree.
I don’t mean to offend anyone who’s gone through the rigors of obtaining a degree. It’s no fun! I’ve done it … twice.
My oldest daughter busted her butt to put herself through U.S.C. and her diploma and degree weren’t worth a hill of beans when it came time to find a job.
I struggle this one too. Do I think you can be successful sales person with a college degree? Absolutely.
Where I struggle is that a college degree is almost the equivalent of a High School degree 20 years as there are so many options now to get a degree.
The intellect of a sales person varies depending on the type of product they are presenting, growth of product and profitability margins. Because in the end, the business wants to sell as much merchandise as possible. And all those successful sales people want a steady commission.
Education is closely tied to the Sales & Marketing Industry, due to the fact that communication skills are an imperative. It maybe even be a prerequisite for landing the position. So the type of sales position has a lot to do with having a college degree or not.
Here are some types of sales positions and what type of education is necessary;
Advertising, some college required
Pharmaceutical, college degree required
Retail, no degree necessary
Fashion, college degree required
Education, education or technical training necessary depending on institution
Liquor, over 21 & clean driving record
Windows & Doors, technical training required
Medical Devices, education varies on position
Computer, education required
Also keep in mind the level of responsibility is closely associated to promotions, raises and titles.
My background includes business analytics, business development and cross-management of multiple online advertising sales teams at Venture Direct Worldwide. Being successful in sales takes dedication, overtime, and time outside of the workplace. The salary was my cornerstone for me completing my education. And now it seems I’m on a perpetual career hunt.
My move to Seattle was with the best of intentions of landing work at Microsoft or Starbucks in Finance, Business Analytics, Marketing Management or Operations. Since that has not yet transpired, I do not mind relocating. My eyes are on Burger King Corporation and FPL in Miami, Florida. If you hear of any job openings that match my qualifications, do think of me.
And even if my credential are not a complete match to the position description, remember… I am a dedicated management professional with a willingness to keep learning, and over 10 years work experience. Also I have a Masters of Science degree in Organizational Leadership from Nyack College.
A degree is another tool in the tool belt. For some sales jobs (pharmaceuticals) an applicable degree adds credibility while in others the degree just won’t matter. A teachable attitude with the ability to apply lessons learned to close more sales is what brings value.
Other certifications are beneficial and have more applicability to the sales job requirements than a degree. PMP, Cisco or other certifications may be better indicators of the potential for sales success for their related products and services.
Personally, I am in the process of retooling myself by working toward a masters degree. My opinion is that the pursuit of an advanced degree shows an individual has the desire to grow. We will see whether my current employer or a potential employer has the same opinion.
The requirement should be for a good sales person, not a college degree. Years ago I had to fill dozens of positions every year. My first choice for recruits was always the college campus. When positions remained unfilled, I looked to the market place for more candidates. My oh my, what lofty credentials crossed my desk! But it does not take long in person to person interviews, to separate excellent candidates from mediocre.
I recommend to every young person, go for as much formal education as possible. That said, the obtaining a degree is not the same as job training. Sales is such a wonderful career that any motivated individual can be successful, with or without a degree.
I met a man who bemoaned his lack of success in business. He felt the lack of education held him back. So he got a graduate degree and guess what? His career did not immediately sky rocket. When he changed his approach and became pro-active, his business began to flourish. So it is with everyone.
IMHO, formal education is helpful as a starting point. The rest is up to you.
I believe employers require college degrees as a way to screen out applications. Unfortunately I did not have the income or the ability to go to college after high school. As a result I entered the work force and worked hard. For the past 20 years, I have always been one of the top producers and most respected person on the team. I understand the ins and outs of the business and I am able to explain the company direction both down to my peers and up to executive management. I have worked twice as hard as anyone else on the team, and to be looked over because I do not have a piece of paper worth $20k, there is no room for advancement. I also find it strange that everyone in the office that has a college degree always comes to me for help with spelling, grammar, explaining the numbers and trying to figure general things out. When they ask where I went to school and I answer that I didn’t, they are shocked. Finally it is typically a moot point since most jobs are found via word of mouth anyways, which is why LinkedIn and Facebook are so important today as this provides future employers insight into candidates that they never had before.
We deal with postgraduate science, technical, and medical information. Our sales folks all target physicians, scientists, etc. There is always the exception to the rule and I personally prefer “College Degree preferred. However, when dealing in these markets a degree or it’s equivalent is critical.
Your questions: “Is a college degree important in the world of sales? Does it create an advantage? would warrant this response- “A dergree does not necessarily create an advantage in DOING the job, but it definitely creates an advantage in GETTING the job”.
I know having a degree is more vital in some sales professions (pharma, Technology)and that it shows dedication to a goal and achievement, but I feel that someone with that same 4-6+ years of on the job training/trial by fire, and augmented with specific education will be a better producer.
3 of the 4 best salespeople I ever managed did not have a college degree and the 4th one had a degree in civil engineering. So much of what we need to succeed has to be learned on the job.
Hello to all!
I want to answer to Doyle’s question, and that is “What importance have a college degree when you hire a manager, director or VP?”
First of all, in my humble opinion, is that a college degree – no mater what is specialized in creates in the mind of the graduate a WAY OF THINKING. In fact the college degree states that the person that have it has a way of thinking: 1) he/she can understand processes, and 2) he/she, in case of not knowing something, surely knows WHERE to look and HOW to look to get that information. OK!
This way of thinking affects the world of sales like that:
a) When we are speaking about sales reps, or account managers that are young, a college degree is not really necessary, however might help them in increasing their own performance. As other people have said here, a sales performer is a life long learner.
b) When we are speaking about managers, a college degree is mandatory, because they have to have that way of doing things and understand them.
All in all, a college degree can help a sales person in his/her career to move upper on the responsibility’s ladder faster than one that does not have yet a college degree. This career advancement is due to the fact that the person understands things faster and better.
On the side of decision manager, the decision to hire or not a person with or without a college degree is directly linked by the carer plan for the person to be hired.
Best regards from Romania, to all!
I currently work for Grand Canyon University in a sales role. Prior to this I was in software and professional services sales. I am now a firm believer that a college degree required for sales roles and alike is a good thing.
First, a degree is a good way to distinguish top talent from the rest of the pack. In today’s ever competitve marketplace we need every avenue possible to make sure organiations are hiring the best of the best.
Secondly, a degree brings a level of self confidence. Individuals with degrees are more confident in their skills than with folks without. Not to mention, folks with degrees are more apt to learn and apply new concepts more quickly. I don’t know too many organizations in today’s economy willing to gamble time and money on someone with just a high school diploma and some years of talent. It just isn’t happening any more.
Organizations are strapped and quality talent is at premium. In this so called “New Economy” only the best of the best will be able to play. Look, I don’t make the rules. Do I think this fair….NO, but it’s a reality. A reality that we all must be prepared for. In fact, a Master’s Degree is slowly becoming the norm now for most good paying sales jobs, this according to Business Week. So be prepared, get your ducks in line, finish, start or get your advanced degree now. The future looks bright.
Cheers,
Jason
Hi Doyle,we know that a degree is “a measure of ones ability to absorb knowledge”. A degree is a prerequisite with most larger corporations and this we also know is a safeguard for the company as it believes it reduces the chances of HR getting it wrong. This approach eliminates a good number of potentially excellent candidates from the pool. In the future I am sure that there will be a more subjective approach with psychometrics and behavioural analysis knowledge improvements as employing someone with a good degree and the wrong mental make-up can prove disastrous for the company and this is well described in the recent book “snakes in suits”.
Regards
John
Having a degree says that one has been through a structured process that involves analysis, reflection, solving etc. However, the next question that needs to be asked is “What is that salespeople need to know about and be able to do hat other professions don’t?” Selling is a practical art based on a mteric-driven process. Most salespeople have very poor knowledge and command of sales process, which would be the equivalent of an accountant not knowing or caring about double-entry accounting. Sales and selling – as a professional carrer – requires the sort of approach accountants and lawyers take to their professions, in terms of being trained and prepard. Academic degrees alone don’t give you this. It’s unlikely to ever happen on a large scale because there is no universally agreed “standard” among sales professions on the most basic issues. There are as many selling processes as there are salespeople and sales managers and the profession largely lives off its own opinions – which seem to change with each “white paper” these days. The solution will start with the sales industry getting away from its obsession with “how to sell” and “training” and focusing on educating sallespeople on the “math of selling” and on “what is the true value of a salespeson to the prospect?” Look at most sales training approaches and they essentially are saying this: “we have ways of making other people do things we want them to do. We even have magic sentences.” This teaches – in particular – new salespeople to search out tips, tricks and short-cuts in order to get sales. I doubt there will be a widespread change in this regard in my lifetime. It is however good to see more practical tools being used by sales operations that assist the salespeople in their daily activities for example. This is an acknowledgement that sales is a practical art, that involves specific physical and mental activities and that lead to certain VITAL behaviors. The indusrty can’t even agree on the vital behaviors which is why you’ll see things like the “57 characteristics of the successful salesperson.” We need a single framework or model to understand what are the activities and behaviors in a sales process and clearly none has emerged that ais seen – universally – to be simple enough to get adopted. Sales and related “motivational” gurus also have a lot to answer for in this space; I have never neeeded to walk on live coals to hit my target or scream at the top of my voice to release tension in order to hit my target. It’s amazing what managers and HR departments think passes for sales education. If there is a guru in town, send him to the salespeople!
Michael McGowan makes a good point when he said “Sales and related ‘motivational’ gurus also have a lot to answer for in this space; I have never neeeded to walk on live coals to hit my target or scream at the top of my voice to release tension in order to hit my target. It’s amazing what managers and HR departments think passes for sales education.”
We (sales educators) must teach people to listen more than they speak; to empathize with the customer more than influence him/her. Although I teach a class on sales techniques, success in sales is more about attitude than method.
I learned many ‘magic words’ from sales trainers during many years on the front lines of sales. But I found they did not help in the process. These motivational leaders did teach me something that was very valuable; a belief in myself and respect for the prospect.
I agree with the general sentiment here, I have met fantastic sales professionals without degrees and equally worked for companies who do not interview a potential employee without a degree.
In short, it gives an edge, and perhaps an important edge.
For me i like the idea of having a knowledge driven sales team, and this certainly shows the propensity to learn, likewise, research techniques are usually better as well.
Yes, no, maybe. Depends on what you are selling to whom. If you are selling cars, it’s more about professionalism and creating loyalty. If you are selling outsourcing (BPO/BTO) an MBA is in order as the pricing is complex, and you are across the table from executives who have advanced degrees. Even though degrees are more demanded today, I know brilliant sales leaders (from knocking on doors to running multi-billion dollar operations) who never finished college.
Interesting note, if you look on LinkedIn (research mode) there is an interesting college degree to role comparison. Executives with history degrees, English masters and the like. So the question might better go to what type of degree is really needed or is it specialized training that should be required, or provided after hire.
Personally, I believe in life-long learning. I did the MBA 20-years after my first degree more for myself than for others. The rest I leave up to my wandering and clicking on Amazon.
You don’t need a college degree to calculate a complex price schedule. You need to know high school level arithmetic.
Doyle
Wow – you got those keyboards going with this one! I won’t repeat what some others are saying but offer what I consider an ideal here. A 4-year degree in SALES, which is now offered at many fine state universities across the country. Aside from the accounting, etc…. general courses the student really learns about sales strategies that align with marketing, personal sales skills, etc. And, earning a college degree shows me you’re willing to invest in yourself for the long haul, you can set and achieve goals that are multi-faceted and require persistence and endurance.
Diahn,
I was wondering when someone would bring up sales degrees as I was reading all the posts, as I saw a program on PBS about it recently.
http://www.newsellingofamerica.org/
St. Catherine’s University even has a Center for sales Innovation that works with corporations to make their curriculum relevant. http://www.stkate.edu/
Lynn
Of all the characteristics top performing sale people need to be successful a college degree is at best a “nice to have”. It doesn’t hurt because it demonsrates many positive traits we all know. I believe the process of earning a degree can develop attitudinal traits which are far more important in selling. A zeal for learning, strong internal drivers, and poise and using a sales process can be far more valuable in selling success. A degree does not guarantee success in anything including sales.
Man, this is tough, but my honest opinion is that it has to be evaluated on a case by case basis and not a blanket rule of thumb. I hate to pick on him, since he is my son … but my 17 year old is about to be a senior in high school, 3.8 GPA, smart as a whip, but falters in basic common sense and some aspects where a 2.0 student may excel in. I am a college graduate and a US Veteran. These two aspect along with common sense and due dilligence has carried me a long way. Did I have to have the degree? No. But, it showed discipline and aptitude while my business experience spoke volumes for my capabilities. I think if you can get it … get it … but it is not a do or die situation.
Nope. Some jobs require a degree, I don’t think sales is one of them. I don’t even think it requires college hours at all, experience and who you know matter so much more. Most of these comments are awesome and I can’t add to them!
I agree with the post regarding a potential bias against MBA degree holders. I know, because I have that bias. In hiring salespeope, my experience has been that the compensation premium MBA holders feel “entitled” to seldom matches the value they bring to the organization.
Give me someone with a strong work ethic, solid communication skills and natural curiosity. We’ll teach them everything else they need to succeed in sales.
I have been in sales for 15 years. Some of the most successful sales people I know do not have degrees. There are different types of sales and being an outside sales person particularly is like owning your own business in some ways. In my opinion, these types of people that are successful in that environment are born, not made. These are people that think outside the box and in turn do not like being held to the confines of an institution. I finished my degree later in life for no other reason than it was a goal of mine. It hasn’t helped me make any more money than I was making but it did make me a better rounded person. I know that in the years I didn’t have that piece of paper, it forced me to over produce because I felt like I had to prove myself. I think maybe an associate degree should be required for the advanced general knowledge but beyond that, a good sales person is a good sales person.
We all intuitively know that having a degree offers many advantages but just how much difference it makes has now been quantified in a new report from Universities UK, the vice-chancellors’ umbrella body. The report highlights the economic benefits associated with higher education qualification attainment and shows that the gross additional lifetime earnings is now approximately UKP160,000 or between 20 and 25% more for individuals with a higher education qualification than for those with two or more A-levels (UK Secondary qualifications). The study showed the financial benefit of a degree is greatest for men from lower socio-economic groups or from families from lower levels of income, and the benefits associated with HE qualifications increase as graduates get older.
I’ve just published a book called ‘Employee Biblical Principles in Business’. One of the topics is directly concerned with this issue. As a summary; I believe companies do themselves a GREAT disservice by requiring a degree to even be interviewed. If you are interested in learning more about a Christian workplace; you can find my book at http://www.roampubco.com
I have a degree yet my major is unrelated to my current sales career. I believe that the experience and exposure in a university setting provided a great base for “people skills” which we know is imperative in this field.
The business writing courses, accounting and other basics compliment what I do however meeting and working with people with such a wide array of differences and backgrounds paved a foundation for understanding clients thought processes today.
Do I think a degree is an absolute prerequisite? No. However I think it gives me an advantage.
I look at what George W. Bush did in his last 4 years, and what Barak Obama is trying to foist on us now. I look at Nancy Peloci, Robert Gibb, and others who have been appointed by the current administration, and if this is what a degree produces, I fear what people will think of me, as I have a B.S. That’s basically what my degree is. B.S. I have never worked in the field for which I studied. I will say that if I need an attorney, I want him to be able to pass the bar exam. If I need an accountant, I want to see C.P.A. after his name. If I want a top-notch executive, however, I want someone with instinct and common sense. A degree, especially in today’s world, seems not only to NOT confer these attributes, but, in point of fact, stifle them. From what I can see, college and university graduates are unable to think for themselves, and personally, if I were in the position to hire a manager or executive for my business, I would definitely look at their formal education LAST, and if they were from Yale, Harvard, or any of the other “elite” schools, would chose them only as a last resort, and, if indeed they were the best that was were presented to me at the time, would replace them with the first promising G.E.D. or high school grad who came along.
I think a college degree is absolutely necessary. In recent years college has been increasingly viewed as a place to receive vocational training to be able to do “a job” when you graduate. While that is possible and even relevant for some, I believe that there is far more to be gained from achieving a college degree. Most of us do not know what we really want to do when we enter college. Most people I know who have completed college have significantly changed their majors at least once. College is a place and time where you grow and gain perspective. For many it is a first time living away from home. It is a time when you develop critical thinking and problem solving skills, taking those courses that your are convinced you will never use in your life. A college degree also says that you have taken on a difficult long term challenge and have successfully seen it through to completion. In a world where too many opt for the fast, simple and not-well-thought-out solution, the college degree should help you to begin to get a handle on how to think strategically as well as act tactically. It is one thing to be a successful individual producer and quite another to be a Sales Director or VP. Certainly there are the exceptions who will be successful anywhere simply by force of character. But for the rest of us that college degree perspective provides a valuable rudder for determining direction.
This question is one I’ve considered blogging about many times. In my chosen profession (marketing) it’s usually a question of whether or not you have an MBA. I don’t, and I just can’t figure out how to talk about it without making it sound like “sour grapes.”
I am less and less convinced all the time that a degree, especially an advanced one is needed or an advantage.
There is so much knowledge available for the taking on the net. Much of it is free, but some is available at a pretty low cost. (a lot less than college tuition!)
I would rather hire someone in marketing that went out and grabbed what the net (and life) had to offer than someone who sat in a classroom for four or more years and thought what others told him or her to think.
Not to say that it cannot be learned on the job, but college should add to the “why” behind the “how” that is picked up from learning on the fly. Seldom do those who learn from the ‘net have an inkling of why they are doing something, and many don’t have any conceptual background to know how to differentiate businesses or markets or strategies. Tactics are much easier to learn that strategy, and at some level, someone has to set strategy including the projective aspects of anticipated competitive responses. A little study on game theory–ok, a few months of study–goes a long way to understanding two and three round competitive responses and strategies before they are staring you in the face.
The short answer is it depends! College education is helpful but so is DRIVE, PASSION, and CONSISTENCY.
Drive is part Motivation and Inspiration. The Top Salespeople set a GOAL and focus themselves on ACHIEVING it.
Passion in presentation/delivery is what influences people to say “yes.”
Consistency is the ability to begin the task list of each day early, and, when needed, to finish when the list is completed–which typically means late in the day.
I look for college degree but stick with the above!
Interesting question. As a part time college instructor (who is also working on a doctorate in sales), I think that the key is the ability to interact with a larger number of people and being able to carry on intelligent conversations with a broader range of people. College helps you learn how to think and exposes you to other ideas. Critical thinking can be learned outside of college, but college should rapidly accelerate this process. If you happen to learn how to write better from four years of difficult reading and writing papers, that would be helpful too.
In certain circumstances, and above certain levels, the degree – actually the education – is helpful, and in some companies and industries, necessary.
I have found that vocal manner and speaking ability are equally important, and can be learned on the job.
An entrepreneurial spirit and the refusal to listen to reason can sometimes take you farther than your degree ever could.
One thing companies consider when evaluating a candidate is follow-through and diligence. A college degree demonstrates that as it takes at least 3 to four years to complete (3 if the candidate works hard – another indicator of performance). That being said, when evaluating a candidate, some in HR will waive the requirement based on experience. A candidate with 4 years at the same company who has a track record of success and demonstrated accomplishments (projects completed, promotions, etc.) has an advantage over an entry level college grad. However, there are positions that truly require an advanced academic education. For instance, it would be extremely difficult for someone to get a forecasting position with a major bank or investment firm without a clear understanding of econometrics or statistics. What I have recommended to candidates who don’t have a college degree is to do a self evaluation and decide if they truly feel they have a degree of experience that replaces 4 years of academia. If so, then take a shot.
I would like to think that real-world experience would carry more clout than just having a piece of paper that says you have a degree. Being a professional sales person for 12 years now, it is always more difficult to get the interview without a degree. Right or wrong, this is just the case. Sometime I think I wish I would have went to college, but then I think that had I went, I wouldn’t have met my wife and had the three kids I have. As I like to say, the grass is always greener…..
Matt Ludens
Director of Sales
Direct Response Web Solutions, Inc.
Doyle:
In more transactional sales, person to person, one call closing, a college degree is probably not necessary.
On the opposite of the spectrum, if you are selling to multiple decision makers and influencers who are immersed in their own corporate culture; and you rely on many people in your own organization to deliver, if not formulate your product – then a college degree would be only one predictor of success.
Teams are successful if they can work together efficiently. A salesperson will be more successful joining a team and “fitting in” if he or she has had practice “fitting in.” Acquiring a college degree shows you can conform to school and class requirements. For many, it is a first “fitting in” practice.
For most of us, fitting into school; achieving success our first, second, etc. job, give us practice in reading an organization and culture, adapting our behavior, and contributing to the team.
Over time, we learn how to franchise ourselves into other organizations to help them achieve their goals. People successful in B2B sales practice that every day. They demonstrate how their company can fit into the client’s company.
Thus, if your organization is contemplating requiring an college degree for sales, then you may infer that management believes a degree is a significant predictor of success. If they are consistent over time in reinforcing this belief, then someone without a degree will de facto not fit in.
I agree with many posters that may be a bad choice for a management team to make.
Referring to my first paragraph, organizations that rely on more transactional sales are probably lead by people with a more transactional sales mind-set. Someone with a college degree may have more difficulty fitting into that culture.
Doyle,
I’m going to post first and then go back to read other postings.
A college degree is helpful and sometimes required with a sales position. Although it is said that we only retain about 20% of what we learn in college, many employers see a degree as assurance that a candidate can learn and has the discipline to attain a goal.
A degree can be helpful based on the types of things you can learn, such as recognizing a Van Gogh on a CEO’s wall while you’re on a sales call, public speaking courses that build confidence, and psychology classes that help you understand the motivation behind a person’s actions.
As far as I know, there is no degree in sales. The closest would be a degree in marketing. Many marketing degree required classes include courses in sales management, marketing management, and operations. All are helpful in a sales career and the opportunity for promotion.
The great thing about a sales career is that it is one of the rare professions that allows a person to do well financially without necessarily needing a degree. A sales person could easily work his or her way up the organization chart by hard work and on-the-job training. The same can be said for many business owners who do not have degrees but still have more success than those with degrees.
Although I do have a degree in marketing management, I believe the majority of my sales skills come from on-the-job training, training courses, experience, and from reading lots and lots of sales books. However, the degree was required for many of the positions I’ve held.