{"id":546,"date":"2021-04-15T14:19:31","date_gmt":"2021-04-15T14:19:31","guid":{"rendered":"https:\/\/esinstitute.com\/why-the-corporate-world-needs-a-cultural-shift-to-prize-sales-as-high-value-career-33\/"},"modified":"2024-04-02T14:58:10","modified_gmt":"2024-04-02T14:58:10","slug":"are-salespeople-born-or-made-who-cares","status":"publish","type":"post","link":"https:\/\/esinstitute.com\/blog-post\/are-salespeople-born-or-made-who-cares\/","title":{"rendered":"Are Salespeople Born or Made? \u2013 Who Cares?"},"content":{"rendered":"<section class=\"single-news block-section alignfull\">\r\n    <div class=\"grid-container\">\r\n        <div class=\"grid-x\">\r\n\t\t\t                <div class=\"cell small-12\">\r\n                    <div class=\"single-news__title\">\r\n\t\t\t\t\t\t<h1>Are Salespeople Born or Made? \u2013 Who Cares?<\/h1>\n                    <\/div>\r\n                    <div class=\"single-news__author\">\r\n<!--\t\t\t\t\t\t--><!--\t\t\t\t\t\t\t--><!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"single-news__position\">\r\n                        <!--\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t\t-->                        <!--\t\t\t\t\t\t-->                    <\/div>\r\n                    <div class=\"rel-wrap\">\r\n                        <div class=\"single-news__main\">\r\n                            <div class=\"single-news__featured hide-for-large\">\r\n                                <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/razvan-chisu-Ua-agENjmI4-unsplash-1-1024x683.jpg\" alt=\"Are Salespeople Born or Made? \u2013 Who Cares?\">\r\n                            <\/div>\r\n                            <div class=\"single-news__float hide-for-small show-for-large\">\r\n                                <div class=\"single-news__featured\">\r\n                                    <img decoding=\"async\" src=\"https:\/\/esinstitute.com\/wp-content\/uploads\/2022\/07\/razvan-chisu-Ua-agENjmI4-unsplash-1-1024x683.jpg\" alt=\"Are Salespeople Born or Made? \u2013 Who Cares?\">\r\n                                <\/div>\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fare-salespeople-born-or-made-who-cares%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fare-salespeople-born-or-made-who-cares%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fare-salespeople-born-or-made-who-cares%2F&#038;text=Are+Salespeople+Born+or+Made%3F+%E2%80%93+Who+Cares%3F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n\r\n                            <div class=\"grid-x\">\r\n                                <div class=\"cell small-12 medium-shrink align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t                                        <div class=\"single-news__types\">\r\n\t\t\t\t\t\t\t\t\t\t\tNews                                        <\/div>\r\n\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                                <div class=\"cell small-12 medium-auto align-self-middle\">\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                            <div class=\"cat-label\"\r\n                                                 style=\"--color: \">\r\n\t\t\t\t\t\t\t\t\t\t\t\tBlog Post                                            <\/div>\r\n\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t\t                                <\/div>\r\n                            <\/div>\r\n\r\n\t\t\t\t\t\t\t<h4>\u2018You\u2019re either born a salesperson or you\u2019re not \u2013 nothing can change that.\u2019<\/h4>\n<p>So goes a regular refrain that we hear at ESI all the time. Or perhaps we may be more politely asked, \u2018What do you think? Are salespeople born or made?\u2019<\/p>\n<p>While we love the debate, it is probably worth noting that we have a simple answer. Well\u2026we sort of have to, don\u2019t we? At ESI we are, of course, convinced that people \u2013 anyone \u2013\u00a0<a href=\"https:\/\/esinstitute.com\/sales-challenges\/develop-and-standardise-team-sales-skills\/\"><span class=\"green\">can develop the slick, sophisticated skills that are required<\/span><\/a>\u00a0to become a high-performance salesperson today. Otherwise, we wouldn\u2019t be in business. So, let\u2019s get that disclaimer out of the way to start with.<\/p>\n<p>Back to the question: are salespeople born or made? Well, another answer is \u2018Who cares?\u2019<\/p>\n<p>The reality is that employers find\u00a0<a href=\"https:\/\/esinstitute.com\/industry-insights\/why-are-sales-roles-the-hardest-to-fill-globally\/\"><span class=\"green\">sales roles the hardest to fill<\/span><\/a>. And this issue is simply down to a global shortage of sales skills and talent. End of story. Whatever your philosophical view might be is somewhat moot. For businesses large and small of all shapes and sizes and in every sector, this issue isn\u2019t going away anytime soon. And if the view is that salespeople are only naturally born, then we simply aren\u2019t producing enough of them.<\/p>\n<p>Further, if salespeople can only be born, we have a real problem. While genetics and procreation might be one solution for the shortage if sales talent,\u00a0we suspect that it is slightly tricky to manage, somewhat high risk, might take a bit too long and comes without any real guarantees of success. It certainly isn\u2019t working today. We\u2019re not convinced that the world\u2019s employers will depend on that solution alone.<\/p>\n<p>Which leaves us with the other option: we must \u2018make\u2019 the salespeople employers need today: both quickly and at some scale if we are to bridge this global talent gap. When we talk to our customers about the implications of and the enormous cost to their business that this shortage of sales talent causes, the institutional pain is quite visceral.<\/p>\n<p>The reason for this is<span style=\"color: #333333;\"> that the\u00a0<span class=\"green\">skill of selling has evolved<\/span>\u00a0<\/span>profoundly over recent years, but traditional sales \u2018training\u2019 solutions have not kept pace with that evolution. Employers demand a complex skillset from their salespeople today because better-informed, more professional buyers have far higher expectations of their vendors. The really positive news is that employers are increasingly aware of and explicit about the sophisticated soft skills they want in their sales teams; their problem is they cannot find people who have them.<\/p>\n<p>In other domains, the world seems to be able to recognise skills shortages and do something about it. Think vocational careers like healthcare, nursing, policing, and peacekeeping. Think about the profile that the worlds of coding &amp; tech get when it comes to skills shortages. To bridge those gaps, these opportunities are presented as aspirational, highly skilled and rewarding careers that recognise the extraordinary skills required to perform those roles to a level of excellence. Why shouldn\u2019t sales be presented in the same light? There\u2019s no point in writing all that fabulous code if no-one is capable of selling it.<\/p>\n<p>Perhaps it\u2019s time to move on from the hackneyed natural-born-salesperson stereotype \u2013 the larger-than-life personality with limited skills but the gift of the gab. The job \u2013 not the highly-skilled career \u2013 that people did because they couldn\u2019t do anything else.<\/p>\n<p>The world has moved on. So have the world\u2019s employers.<\/p>\n<h2>Ready to\u00a0<strong>Make<\/strong>\u00a0the Salespeople That Your Organisation Needs?<\/h2>\n<p>ESI customers have met this challenge head-on, through our virtual, self-paced sales skills development programme. It is ideal for sales teams working remotely or from a variety of locations. The programme enables individuals to get an overview of all the core skills needed to sell successfully and to deep dive into modules where their personal skills need to be upgraded. For organisations, it facilitates a standardised approach to selling that can be quickly implemented across the business. It is also highly motivational for sales professionals, improving their focus on driving their own sales performance.<\/p>\n<p>ESI offers the definitive, digital solution to upskill your sales team.<\/p>\n<p><a class=\"button success hollow\" href=\"https:\/\/esinstitute.com\/get-in-touch\/\">Contact Us to Find Out More!<\/a><\/p>\n\r\n                            <div class=\"hide-for-large show-for-small\">\r\n\t\t\t\t\t\t\t\t<h6 class=\"hide\">Share:<\/h6>\n<ul class=\"share-links flex-container\">\n\t<li>\n\t\t<strong>Share this<\/strong>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.facebook.com\/sharer\/sharer.php?u=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fare-salespeople-born-or-made-who-cares%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-facebook-f\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/www.linkedin.com\/cws\/share?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fare-salespeople-born-or-made-who-cares%2F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-linkedin-in\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"https:\/\/twitter.com\/intent\/tweet?url=https%3A%2F%2Fesinstitute.com%2Fblog-post%2Fare-salespeople-born-or-made-who-cares%2F&#038;text=Are+Salespeople+Born+or+Made%3F+%E2%80%93+Who+Cares%3F\"\n\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-twitter\"><\/span><\/a>\n\t<\/li>\n\t<li class=\"share-links__item\">\n\t\t<a href=\"#\"\n\t\t   class=\"share-links__link js-copy-link\" target=\"_blank\"><span class=\"fa fa-link\"><\/span><\/a>\n\t<\/li>\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-tumblr\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t<li class=\"share-links__item\">-->\n<!--\t\t<a href=\"--><!--\"-->\n<!--\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-reddit\"><\/span><\/a>-->\n<!--\t<\/li>-->\n<!--\t--><!--\t\t<li class=\"share-links__item\">-->\n<!--\t\t\t<a href=\"--><!--\"-->\n<!--\t\t\t   class=\"share-links__link js-share-link\" target=\"_blank\"><span class=\"fab fa-pinterest-p\"><\/span><\/a>-->\n<!--\t\t<\/li>-->\n<!--\t--><\/ul>                            <\/div>\r\n                        <\/div>\r\n                    <\/div>\r\n                <\/div>\r\n\t\t\t        <\/div>\r\n    <\/div>\r\n<\/section>\r\n","protected":false},"excerpt":{"rendered":"<p>Are Salespeople Born or Made? &#8211; Who Cares? \u2018You\u2019re either born a salesperson or you\u2019re not \u2013 nothing can change that.\u2019 So goes a regular refrain that we hear at ESI all the time. Or perhaps we may be more politely asked, \u2018What do you think? Are salespeople born or made?\u2019 While we love the debate, it is probably worth noting that we have a simple answer. Well\u2026we sort of have to, don\u2019t we? At ESI we are, of course, convinced that people \u2013 anyone \u2013 can develop the slick, sophisticated skills that are required to become a high-performance salesperson today. [&#8230;]<\/p>\n","protected":false},"author":5,"featured_media":1463,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[9],"tags":[],"news_type":[16],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v22.4 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Are Salespeople Born or Made? \u2013 Who Cares? - ESI<\/title>\n<meta name=\"description\" content=\"A common question: are salespeople born or made? 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