Why Sustainable Energy Companies Should Hire Salespeople from Other Industries
When it comes to hiring salespeople in the sustainable energy sector, it’s easy to see why many employers default to seeking candidates already within the industry. The thought process makes sense: why not go for someone who understands the technicalities of energy procurement or sustainability policies already?
However, this approach can massively narrow your talent pool. While experience in the sector is valuable, relying solely on it may limit your access to ambitious, high-performing junior salespeople eager to learn, grow, and bring fresh perspectives. For companies looking to train and progress their teams internally, this could mean missing out on exceptional candidates with the drive, transferable skills, and passion to succeed in the sector.
Understandably, hiring managers may have concerns:
Will someone outside the industry truly understand our complex offerings?
Will they adapt quickly?
Do they have the long-term commitment required?
These are valid questions, but the answers often lie not in the candidate’s industry background but in their sales acumen and ability to learn. It’s about balancing experience with potential and seeing that passion for sustainability can come from more than just prior industry roles.
Transferable Skills Are What Matter
One of the most important factors in identifying high-potential junior salespeople is recognising that great sales skills transcend industries. Whether it’s software, tech, or digital media, the foundational skills that make someone successful in sales - such as resilience, the ability to build strong client relationships, and a consultative selling approach - are universal.
Take software sales, for example. It’s a sector known for producing top-tier sales professionals who thrive in high-pressure environments, navigate long sales cycles, and deliver consultative solutions. These are all qualities that align closely with what’s needed in sustainable energy sales. Many of these candidates already have experience selling complex solutions to diverse clients and could quickly adapt to the specifics of energy products and procurement.
A Passion for Sustainability Isn’t Defined by Prior Experience
Hiring outside the sector doesn’t mean sacrificing a passion for sustainability, either.
One of the common objections employers have about hiring outside of the sustainability sector is that they don't want to compromise on the values candidates need. But candidates outside the sector can still demonstrate a genuine interest in driving positive change. Many junior salespeople bring with them degrees, certifications, or personal projects in sustainability or environmental sciences but chose to start their sales careers in industries like software or digital media.
These individuals are not only familiar with the principles of sustainability but are often highly motivated to work for a company that aligns with their values. When given the opportunity, they can channel their passion into learning the specifics of sustainable energy solutions and building strong client relationships. Employers who take the time to explore these candidates' backgrounds often find that their external experience brings unique value to the organisation.
Benefits of Hiring Outside of The Sustainable Energy Sector
A Stronger Sales Team
By widening your options, employers can build sales teams with a range of skill sets and perspectives. Salespeople from outside the industry often bring new ideas and innovative approaches to problem-solving. For instance, a junior salesperson who excelled in software sales may introduce new ways to streamline the sales process or identify potential clients more effectively.
A Competitive Advantage
The sustainable energy sector is growing rapidly, and the competition for top sales talent is high. Sticking rigidly to hiring within the industry could leave your company at a disadvantage.
- Written by Tom Hardcastle
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