We have talked about the resume in other posts, but this one will help you reform this important tool.  You may need to consider some omissions and additions.  These items will change the attractiveness of your resume, and now is the time to do it.

Your resume is not a complete bio, and it is not a curriculum vitae, it is designed to create the level of interest that prompts someone to say, “I want to learn more about this candidate!”

The perfect resume may not exist, but having more than one resume (Black Sales Journal 11/21/2011 Is Your Resume Race Neutral?) is something that I strongly suggest.  A resume for the job of sales representative for an equipment manufacturer that will require extensive cold calling is much different that a job as an order taker who doesn’t have to cold call but requires the ability to handle volume and extraordinary organizational skills.

Having sales skills and an understanding of the process in the overall is much more universal than just knowing how to sell a category of products.  Your worth may increase some with specialization, but knowledge of sales skills and the process often trumps product knowledge.  The X factor will be relationships in the right position.  Remember this in your wording.

6 Items for Consideration

As you start this year’s job hunt, you will want to reform your resume to consider these important changes from the resumes that you may have been used to constructing:

Remove the objectives section – What in the heck does it really get you?  I hired for years, and realized that this section was often someone telling me what I wanted to hear so that they could get the interview.  It did not work. In many cases, the objective section could be used against you if you are not careful in how it is constructed.   This will also open up valuable room by shortening the total length, while not sacrificing any content.  It will also give room for other important items that enhance your marketability.

Remove short-term irrelevant jobs – If you have short term irrelevant jobs, including temporary employment, you will want to consider shortening the actual resume by excluding these positions, especially if the positions are for less than a few months.  Yes, you will have some employment gaps, yet you will be able to explain them fully in your job application, which you should have to fill out and sign, and during the interview.  If you would like, you can have an abridged version of the resume, and to represent accuracy, a full version.  Your search for the job will include the abridged version.  This is only important if you have several short term or temporary jobs.

List job accomplishments for each job – A great outplacement professional and reference named Dave G. gave me some solid advice a couple of years ago.  He indicated that a good resume needs at least 3 accomplishments shown for each important position.   An accomplishment is just that, something that was accomplished, and not a skill.  Appropriate examples would be:

• Achieved a 12% increase in growth in sales and total revenue for the 2011 year for my assigned territory
• Increased customer count 20% while increasing customer retention by 8% 2011 versus 2010
• Achieved rank of top sales executive in the Eastern Division and #3 ranking nationally.

Be ready to back them up with substantiation if necessary, but don’t be ashamed of indicating these notable accomplishments.  Be specific and as concise as possible.

Know and include the keywords for the positions that you want – This one is important and I will write on it more in the very near future.  Keywords are important from the standpoint of the screening process.  If you resume gets screened out, you will miss the opportunity to be interviewed.

I will never attempt to say that I am a keyword expert, yet I understand the concept.  You will as well.  In a search for eligible candidates in a high-volume search (one where many candidates have the similar qualifications) such as sales representative, employers use automation to make the search easier.  Software utilized to find the keywords in your resume will be used to segregate those that go to the top of the pile from the others.  You want yours to be in the top of the pile.

Key place to find these keywords would be the job description or job brief for the job that you are applying for.  Other hints would include your college placement office, a recruiter or headhunter, and industry magazines and reference books.

Sites to get more valuable information on keywords are as follows:

Job-Hunt.org http://www.job-hunt.org/resumekeywords.shtml

Quintesssential Careers.com http://www.quintcareers.com/resume_keywords.html

If you are involved in what you suspect as a high volume search you should know your keywords, and make sure that cover letter and resume have an adequate amount of them.

Skip the references – I will keep this one short.  Everyone knows that you can produce references.  When I would get a resume that indicated “References available upon request”, I would always wonder why it was there.  At some point I took it off of my resume and don’t think it was ever missed.  It is common, but not necessary.  If you need the room, use it.  Both you and the prospective employer know that you may be called upon to provide references.

Keep the resume as “race neutral” as possible – You have read this one in Black Sales Journal before ((Black Sales Journal 11/21/2011 Is Your Resume Race Neutral?).  Let you resume work for you by keeping it “race neutral”.  You don’t know that the prospective employer is y fair, and you do not know what experiences that they have had in the past which my work against you.  Avoid tipping off your race during this phase.  They will know soon enough when they call you for your interview.  Mentions of your fraternity, sorority, or social groups can benefit you but also can militate against you.  If you do not know that it will benefit you, such as they drrk a Black candidate, then avoid it.

Pay Attention to Detail

If your resume is the key to getting in the door, make sure it is solid, and correct.  Have it reviewed by more than one individual, and that the keywords are there.  It is difficult when you are chocking this full of information about your favorite topic (yourself!) for you to easily note all the things that need to be tightened up or corrected.

Your comments are welcomed.

Be the best!

As I complete my vacation, I recognize that many professionals of all types have been anticipating their job search for 2012.  I wanted to help with some information which goes past the resume.  The resume is important, and I will do some upcoming posts on that subject, yet wanted to use this informative post as the basis to begin thinking about finding a new work home.  This post was originally published on January 6, of 2011 and is timeless in its content.

I certainly hope you find it useful.

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2012 will undoubtedly be a good year for the hire of sales professionals.  Pent up demand is showing, and there are possibilities that moving products and distribution will be an important priority during the full year of 2011.  Now, if you are considering a job switch, it is time for you to “get your ducks in line”.

Selling You! – Putting Your Best Foot Forward

I am going to give you some areas that you might want to focus on that could help you in this job search. Some of these you may have used already so this will take the form of a worthwhile reminder.  Some of these may be somewhat new.  From having hired sales professionals, I can tell you these items will enhance your chances!

I have broken this down to Stage 1 and Stage 2.  Stage 3 is negotiations for a job, and will be covered in another post.  There are items inStage 1 which could be better relegated to Stage 2 so use your discretion:

Stage 1 of the job search effort (Discovery and Qualifcation):

1. Your Accomplishments
2. Your Sales Numbers/Statistics
3. Customer Retentions Statistics
4. Customer Testimonials
5. Special Skills or Areas of Expertise

Stage 2 of the employment effort (Proving Effectiveness):

1. Reviews/Appraisal ratings and documents
2. Income and Commission/Bonus Verification
3. Your sales agreement/contract

Be prepared! – Stage 1  Who are You?/Who are They?

Most of you have been through these stages before.  Few of us have ever been ‘gifted’ a job, so you had to work to get it.  You know they will ask for your resume and your sales numbers.  My suggestion is that you go in with all of them, neatly recorded and bound.  Remember, your competition is stiff and well prepared.

Your Accomplishments - A good resume featuring your accomplishments is the most solid method.  Dave G. a friend of mine and outplacement professional advises that “… the resume as an indicator of experience is lacking substance if you miss the opportunity to list bullets defining your accomplishments.” An example – “Opened new territory in Kentucky in 2010 – Exceeded sales expectations by 36%”.  If at all possible  be prepared to back up your assertion.

Your  Sales Numbers/Statistics - Gather your sales numbers and put them in their best light.  Whether it is by quarter, by month, or by product.  Know your numbers!  Be an expert on yourself! The numbers do not lie but may tell a special story. I believe you should know this story well.  Use numbers from the last two-three years, plus current, at least.

Customer Retention Statistics - In some types of sales these are important statistics.  Your retention of customers as a percentage of total customers, or retention of business in total as a percentage of total business tells a story about your ability to service and gain loyalty.

Customer Testimonials - Customers who take the time to reduce to writing your value and service to them are invaluable to you.  You should always maintain a file of these and use them appropriately. I would not solicit them, yet when offered I would gladly accept.

Areas of Specialties – Any evidence of specialities can be very important.  Volunteer evidence of your specialties and be prepared to show how this will give you an edge, and how that translates to sales and dollars for your new employer.

Take the Offensive! –  Stage 2 Proving Your Worth

Stage 2 is good ground.  I mention in the listing of items in Stage 2 that could ultimately be integral in getting the job.

Reviews/Performance Appraisal ratings and documents - I would advise that these can get personal. It is a truly a personal opinion as to whether you want to use them, although face a basic fact that they give insight as to your standing with your employer.  When you play this card, it is presumed that you have nothing to hide, and you are serious about a job.  You would only want to use this if you felt comfortable that the information that was in your review is not proprietary regarding the activities of your employer.  You may have an agreement or contract which outlines this, honor it.

Income Verification – In this noble profession, income verification is important.  No one wants to pay you significantly without knowing that you deserve it, and can get it elsewhere.  Be prepared to share an indication of salary and bonus/commission position.  This can be done in a few different ways including W2s, wage stubs, and commission/bonus reports.  Any combination of these items will probably suffice in showing income.

Sales Agreement/Contract – This document is fairly simple.  It will give confidence to anyone that you can work for them and are not restricted.  No new employer wants to be tied up in a legal swamp over the fact that you have agreed to protect materials, client lists, customers, and otherwise in an agreement you signed willingly, then violated.  You may present this in Stage 1 if asked.

Obviously the provision of these items do not guarantee success, but they can increase the probability immensely.

One last important note. I believe that you should protect your employer in terms of the sharing of proprietary information.  Any activity that results in you sharing proprietary information will result in the new employer wondering if you would do the same to them. Plan to pass that test.  Important Stuff!!!

Let us know how you feel about this….send us a comment.