Shurtz: Sales is 60% inherent talent and 40% learned skill
Larry Shurtz · Larry Shurtz: How to Hire, Train & Retain the Best Vertical Teams | E1151 · 20VC with Harry Stebbings · May 10, 2024 · at 7:02
Larry Shurtz is the Chief Sales Officer at Genesys. He addresses whether sales capability is driven primarily by natural, innate talent ('art') or repeatable processes and training ('science').
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“I, today, am probably in the sixty-forty, if you press me, I still think it's a lot of art. I still think it's a lot of talent, and when I say talent, I'm talking things that you and I, like, that, that, it's hardwiring. That hardwiring was, when we turned 13, man, like, it's in us. You can pivot, you can adjust, you can learn new things, but all the skills-based things that happen after that, I would put into the science bucket, right or wrong.”
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