In Conversation With: Rob Peterson

Increasingly, sales is more science than art. Ask large corporate recruiters what they want for salespeople and the answer is increasingly likely to be someone with experience, with relevant expertise, highly adaptable to change, comfortable with technology, and a high propensity to learn. “People skills” are expected, but no longer the best way to predict what bright young college student will be the next great salesperson.
At the same time, sales is building cachet. College students entering into sales roles, aren’t doing so because they can’t get a job in marketing. They are doing so because they want a career in sales. And, they are wise to be intrigued. In a recent poll of 900 salespeople, 90% said that they would recommend sales to a graduating college student.
In order to turn out more equipped and more sought after graduates, many universities have created sales-specific majors within business schools. Such programs produce