Why a Great Salesperson Can Sell Anything – Even Without Industry Experience
There’s a common misconception regarding hiring: that the only way to succeed in a sales role is to have deep, prior experience in that specific industry.
On the surface, it sounds logical. After all, understanding the product, the market, and the customer base is important. But here’s the truth, many hiring managers overlook:
A great salesperson can sell anything, regardless of industry.
Why? Because selling isn’t about memorizing product specs. It’s about understanding people, solving problems, building trust, and driving value.
The Core Skills of a Great Salesperson Are Universal
Whether you're selling SaaS to Fortune 500 companies or high-end real estate to private buyers, the fundamentals remain the same. A truly skilled salesperson knows how to:
Ask the right questions – to uncover pain points, goals, and decision criteria.
Listen actively – to understand what the prospect really needs (not just what they say they need).
Build rapport and trust – to create relationships that go beyond a transactional exchange.
Position value effectively – to align solutions with what matters most to the buyer.
Navigate objections and decision processes – with confidence, not canned responses.
Close deals with integrity – by focusing on outcomes, not pressure tactics.
None of these traits are industry-specific; they’re people-specific. And great salespeople are masters of human behavior.
Industry Knowledge Can Be Taught, Sales Instinct Can’t
If a candidate has sold millions of dollars in complex solutions, built and led teams, or crushed quota year after year, they’ve proven their ability to succeed in a competitive, high-pressure environment. That's not something you can teach in a one-week onboarding program.
But learning a new product? That’s teachable. Learning the industry jargon? A few weeks of immersion. A seasoned sales professional will ramp up quickly, often faster than a mediocre "industry insider."
And here’s the kicker: coming in from the outside can actually be an advantage. Great salespeople bring fresh perspectives, challenge assumptions, and avoid the curse of industry tunnel vision. They ask questions others don’t. They see possibilities others overlook.
The Hiring Bias That’s Holding Companies Back
Too many companies are stuck in a rigid mindset: “If they haven’t sold our product to our customer, in our industry, they won’t get it.”
But here’s the thing: if you only hire people who’ve already done the exact same job, don’t expect different or better results. Growth comes from diversity of experience, fresh thinking, and proven performance.
Instead of asking, “Have they done this exact job before?” ask:
Can they sell?
Can they learn quickly?
Do they have the mindset, drive, and grit to succeed here?
Do they solve problems and build trust with customers?
If the answer is yes, hire them, and give them the tools to learn your product. You'll gain more than a good salesperson. You’ll gain a strategic thinker, a trusted advisor, and a revenue-driving machine.
Bottom Line:
Great salespeople are born that way and aren't defined by their industry. They're defined by their ability to connect, create value, and close. If you find one, don’t get caught up in where they’ve been. Focus on where they can take you.
