The question plaguing many hiring managers — not just in the Clinical Research and the Genomics and Genetics Diagnostics spaces, but indeed in all businesses — is: “Should we hire a candidate with technical expertise and train them in becoming a great sales person; or, should we hire a candidate with a strong sales background and train them in technical and product knowledge?
Making a hiring decision to address all the needs of your business takes forethought, patience and insight. You may find yourself asking whether you should focus more on sales or technical experience throughout the process, but the truth is, both are integral to success.
In fact, research shows that sales experience is more important long term, while technical expertise is more important short term. Let’s go into more detail.
Some say truly good sales people are harder to find than those with technical expertise, being that the ability to sell comes more naturally to those with certain innate traits t