At M&J Africa, we believe in testing assumptions through real-world experience. So, we ran an internal experiment that revealed something shocking—but not entirely surprising.
We hired six salespeople:
- Three with marketing degrees.
- Three without any formal qualifications—just passion, hustle, and grit.
We gave them equal footing:
- Same base salary.
- Same commission structure.
- Same training.
�� The Outcome? After just three months:
- The three without degrees were thriving—closing deals, improving daily, and hungry to win.
- Two of the degree-holders had already quit, citing pressure and lack of alignment.
- The third was barely hanging on, struggling to hit even the basic KPIs.
We tried the same test in our Accounts Department.
- Amongst several candidates, including those with ACCA and degrees in accounting,
- The top performer was someone with only A-Levels.
�� So, What’s Really Going On?
1. Hunger Trumps Hype
Those without degrees tend to work harder. They’re not entitled—they’re eager to prove themselves. They know they have to earn every bit of trust and pay. Their work ethic is relentless, and their humility makes them teachable.
2. Degrees Don’t Always Reflect Intelligence
Our education system celebrates memory—not mastery. Many graduates excelled at recalling definitions but lack creativity and adaptability in the real world. They were taught to “pass”—not to “solve.”
3. The Entitlement Trap
A painful truth:
Some graduates believe that a certificate entitles them to a position, a salary, or respect.
But in the real world, it’s not about what’s on paper—it’s about what you deliver.
4. Workplaces Reward Results, Not Qualifications
We don’t pay people because of the school they went to. We pay people because they:
- Bring in revenue.
- Solve problems.
- Improve systems.
- Create value.
And value has no degree requirement.
�� Final Thoughts: The New Definition of Intelligence
True intelligence in business isn’t how much you remember—
It’s how well you:
