Black Sales Journal

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!

You have been selected to have a preliminary or phone interview as part of the screening process for a job that you want badly.  This job has all of the trappings including the business automobile, protected territory, great compensation plan, and more.

The phone interview, if you are successful, will lead to an in-person interview in another state with the hiring manager.  The phone interview is with the human resources recruiter and you want a home run!

This scenario is not uncommon.  In the sales profession, with candidates often located good distances from the main offices, companies wisely make decisions to screening interviews on the phone before considering bringing a candidate in for an in-person interview.

There are many reasons to use the phone for this purpose; the main reason is that it is cost effective.  Travel which is very expensive now days, and companies are wise to try to avoid some of this expense.  Additionally, if candidates are closely matched in their qualifications, a decision as to who to interview might be determined by some well-directed questions.

There are some tactics that you can undertake that will prepare you and put you in the best light.

You Are the Expert on You

You have heard me say this before, and you will undoubtedly hear it again, “You are the expert on you!” Don’t fall into the trap of waiting for questions that will show your worth, be prepared to give the interviewer the requisite information that makes you shine.

Gather the following information:

• Your Resume – the exact copy that the interviewee has been given.  Know your accomplishments, that is what sets you apart.
• A clear concise salary history (You probably won’t need it, but be prepared).
• A brief ‘elevator pitch’ on yourself describing why you deserve the job.  Brief means 45 seconds or less.
• Your reasons for leaving any job that you have had in the past 10 years.  Reduce it to writing and be strong at explaining it.
• Your sales statistics (this is a big one) that should include percentages of improvement or growth (or the opposite).  Again, it is all about accomplishments
• A clear concise picture of the organization you would like to join.  What are the markets, products, accomplishments, etc.

Your objective is to have this valuable information at your fingertips, as when there is a pause on the phone, the interviewer cannot tell what you are doing.  You need to be prepared mentally, and prepared from the standpoint of reference material on your background.  The most important part is that you should be able to recite it chapter and verse without much prompting.

Any question on your background and talents should be in your realm of information.  Additionally, you should be able to put into words your strengths, weaknesses and professional objectives as these are common questions.

Phone Interview Etiquette

Just a couple of rules for the interview itself:

• Establish what you will call the interviewer. This can be done during the introductions.  If you don’t know, then stick to “Mr. Johnson” until he tells you differently. 
• No background noise at all if possible.  You don’t need Barry White begging in the background, even if it does not distract you.
• No interruptions.  Set it for a time when you will have no interruptions such as young students returning home from school.
• Don’t interrupt the interviewer. Do not step on someone’s sentences, as that will annoy them.
• Use a landline phone if at all possible.  There is nothing more distracting than a dropped call when someone is trying to give you a chance at a career.
• Block call-waiting notifications. If your service allows it, block call-waiting notifications.  Those annoying clicks when your friends are calling are extremely distracting to an interviewer, even if they do not bother you.  (Dialing *70 prior to the call usually blocks the call waiting feature)
• Conference correctly. If you use the conference feature on your phone, be careful with rustling paper and background noise.  No gum or candy, and no pets in the vicinity.
• No Eating. This may sound like a no-brainer, yet people do it.  Have water nearby, and recognize swilling water does produce noise.

It is important to realize that if they are annoyed by your background noise, or the difficulty they have in understanding you, they will ‘check out’ and lean toward another candidate.  Make this a pleasant experience.

Your Objective is Simple – a Face-to-Face Interview!

Go in knowing what the prize is, but also know that your chance to make the impression is increased if you can get face-to-face.  So…your phone interview might be done in racial anonymity, especially if your resume and other correspondence was done in a race neutral format. I am compelled to explain these briefly here:

Racial anonymity – Meaning there has been no disclosure as to race on your part, and none was asked.  The interviewer has no positive verification of your race, and presumably makes the decisions on the basis of the quality of the telephone interview.

Race Neutral Format – The resume, and any supporting information gives no indication of race, fraternal or sorority involvement. The reviewer is left to make the decision on the basis of your qualifications and the telephone interview itself.

You are not concealing anything, you are answering their questions and attempting to get the position.   The more level the playing field, the less of an effect that preference can have in the initial screening process (Refer to Black Sales Journal 12/30/2010 – Preference, Perceptions, and Prejudice and Your Employer).  I know that there may be issues that don’t allow racial anonymity including which college or university you attended, and some voice intonations, yet it is worth the effort if you can sound as race neutral as possible.

Above all, recognize that you will not have a chance without getting past this initial screen.  Approach it with vigor and a plan.  Be prepared!

Your comments are welcome.