How Important is Talent in Business?

How important is the acquisition of work experience, especially at the beginning of one’s career, even if it may not be a “dream job”?

Question:

I graduated from the Faculty of Economics on time, and for more than half a year I searched for a job that would interest me and for which not much experience is required (during my studies, I worked occasionally, but not strictly in my field). Since I was unsuccessful in this, I recently accepted an engagement (also not a classic employment relationship) in a fairly well-known organization that deals with sales. I thought to myself, better this than sitting at home and getting bored. The drill started immediately, which is fine with me, and then fieldwork. I am not dissatisfied, but it seems to me that sales largely depend on some personal talent. Of course, persistence is also important. Especially since the market is flooded with various services and products. Our product is solid, but only 5% are truly successful while the rest of us are somewhat mediocre. I wonder if this kind of job is even for me? Moreover, clients are often difficult, demanding, and the results are uncertain.

I would appreciate your opinion and advice.

Answer:

In order for my answer to be useful to you, I can share my opinion and experience on three topics: work experience, talent, and sales. The advice that you may eventually glean from what I write, I leave to you.

Besides the fact that potential employers like to receive a CV from someone with certain work experience, it is primarily necessary for you. When I say this, I do not mean only the obvious advantages such as salary, employment, and a “thicker” CV. I mean your personal development. Regardless of the type of job, you have the opportunity to develop relationships with people (colleagues and clients), test yourself in new situations, reassess the knowledge gained at university, understand the broader context of the industry in which your company operates, its advantages and disadvantages, and be part of and learn about the business structure, rules, and even culture. Along with all of this, you constantly learn about yourself: from communication and negotiation skills, through relationships with authority, motivation and self-discipline, to openness to teamwork, your own tolerance threshold, and functioning under stress. The list continues, of course, but I believe this is enough for you to realize the comprehensiveness of the importance of work experience, the consequences of which are numerous, and perhaps the most important is – self-confidence. When we learn about ourselves and the world (to put it most generally), it is inevitable that it grows.

Different talents are present in the fields of human activity. We most often associate them with art and sports, but there are also many less recognizable talents. Talent can somewhat facilitate success for a person, but it is not a guarantee of success. You are probably familiar with the phrase “he is a born salesperson.” We can agree that such a person has a talent for sales, but that only means there is a predisposition. Therefore, if he (xy) engages in sales, it will be somewhat easier for him than for others. And MAYBE he will be more successful in the long run. But only on the condition that he works (contacts customers, arranges presentations, goes into the field, negotiates…) Without work, talent is insufficient. Likewise, we others, who are not born under the “sales star,” will be successful if we work.

The business world operates based on valuable, ethical, well-organized, motivated, educated, and curious people. Those talented for their jobs among them are just a drop in the ocean.

Numerous books have been written about sales, and more could be written. However, for the purposes of your question, here are just a few experiential insights.

When you say that the product is solid, think again about what it really means to you. Is it useful, does it make the customer’s life easier in some way, does it contribute to the quality of health, satisfaction, professionalism…? To whom and what does it contribute? Does it have its “place in the sun” in the market? And in your eyes?

Answers to these questions will indicate whether you believe or do not believe in the product.

Belief can give you authenticity and enthusiasm, both of which are essential for sales. Customers often intuitively sense when they are being “sold” something that even the salesperson does not believe in.

And know that everything you radiate is “contagious” to the customer. Therefore, it is counterproductive to radiate pressure, tension, persuasion, stress… because you will receive the same feelings back.

Simply relax and have fun (yes, fun is part of good business!) And if you radiate enthusiasm, professionalism, self-confidence, respect, understanding, and optimism, you will not even need talent.

If you would like to (anonymously) ask a question about your business challenge/dilemma/question, write to [email protected]

Ana-Marija Vidjak, educator and coach
www.sto-ako-ipak.hr