Pass the salt, please.
April 21st, 2008 by the medical sales recruiter
Talent is cheaper than table salt. What separates the talented individual from the successful one is a lot of hard work.
Stephen King
I can’t read or watch Stephen King because my imagination is too vivid and I can’t get it out of my mind…but I know success when I see it, and this quote is an excellent one to keep in mind when hiring for medical sales, pathology sales, imaging sales, clinical diagnostics sales, research lab sales, or pharmaceutical sales.
Hiring managers and medical sales recruiters alike are all looking for that natural-born salesperson who can charm the birds from the trees and be wildly successful, because we understand that that kind of talent is very valuable. Some people skills are instinctive. However, as someone who’s been in the trenches for a long time, as both a regional manager and a recruiter, I can tell you that natural talent must be supported by a good work ethic. Without hard work, that charming, gregarious salesperson will go around making everyone their best friend, but won’t bring in any results.
It’s much better to hire a lesser talent with a great work ethic than the best talent with no work ethic. And if you can’t see proof of that work ethic (in sales numbers, recommendations, or other verifiable information), it isn’t there.
Great post Peggy. We see this in our efforts, too. Talent without work ethic is frustrating to manage. Unfortunately, that talent can be intoxicating to managers who think they can instill the work ethic in the person. I suppose it is possible to accomplish this feat, but I have never seen it.