For sales managers, one difficult “either/or” choice revolves around whom to hire. That is, is it better for an
organization to hire experienced salespeople, or “fresh recruits” straight out of collegiate sales programs? New research led by Willy Bolander at Florida State University, and published in the Journal of Personal Selling and Sales Management (JPSSM), provides much needed insight into this critical question … In short, for organizations looking for sustained, long-term success, it pays to hire collegiately trained, inexperienced salespeople.
See the Executive Summary and link to the full paper here.
Learn more about other sales-related research and access links to published papers/articles by visiting our Sales Research page here.