Hire for Attitude, Train for Skill: Does Hiring Inept Salespeople Work?
The phrase “Hire for attitude, train for skill” has become a popular mantra in sales hiring. The idea is that technical skills can be taught, but personality, drive, and coachability are more innate. However, does this approach hold up when applied to sales? More importantly, does it justify hiring people who are completely inexperienced—or worse, inept—at selling?
The short answer: It depends.
Sales is an art and a science. While product knowledge, negotiation tactics, and closing techniques can be trained, some fundamental traits separate successful salespeople from those who will never quite make it. Drive, resilience, communication skills, and a genuine ability to connect with people are difficult—if not impossible—to teach. If a candidate lacks these qualities, no amount of training will make them a great salesperson.
However, hiring individuals with the right attitude—even if they have little experience—can be a winning strategy. A motivated, coachable individual with a natural ability to engage others can quickly develop the necessary skills. In contrast, a technically skilled but unmotivated salesperson will struggle to perform consistently.
That said, hiring truly inept salespeople, hoping to “train” them into success, is a recipe for high turnover and lost revenue. The key is balance: prioritize attitude and trainability, but ensure candidates have a baseline level of competence. Look for individuals who show persistence, curiosity, and emotional intelligence. If they have these qualities, the skills will follow.
Ultimately, the best sales hires are those who combine a strong attitude with at least some aptitude. Training can refine skills, but a salesperson without the right mindset or ability to connect with prospects will always struggle. Hiring managers must learn to distinguish between those who can be trained—and those who never should have been hired in the first place.
FrenchJA21 
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riehljb21
Good post! I like how you acknowledged that there is potential for individuals with little experience because of the soft skills that have more influence on their success as a salesperson.
I completely agree with this! Attitude is everything in sales. You can teach someone the technical skills, but you can’t teach passion, resilience, or the ability to genuinely connect with people. The best salespeople don’t always have to be the most experienced, but rather driven and coachable. This approach makes so much sense!