Challenging the Axiom

While reading The Breakthrough Company yesterday I came across this quote from Tom Golisano, founder of Paychex:

"Paychex hires attitude and trains aptitude."

I hear that a lot. At first blush, it makes sense. Unfortunately, it's misleading and potentially damaging. To begin with, I'm not sure we know what the optimal attitude is or how to spot it. But even if we did, hire attitude – train aptitude leads us down the primrose path.

Here's why: In most endeavors (including every job in your company and my company) the foundation of great achievement is great ability. If I'm not wired with great ability in accounting, I'm not going to be a great accountant – it's just that simple. And that's true no matter how fabulous my attitude might be.

Mr. Golisano built a spectacularly successful company. That doesn't mean he knows everything. (Keep in mind, at one time, Bill Gates didn't seem too sure this internet thing was going to take off.) Hiring great performers isn't simple and it isn't easy. Cliches like hire attitude – train aptitude minimize the effort and rigor required to identify great talent. Let's not fool ourselves.