Black Sales Journal

Your key to getting an interview is your resume.  Many professionals make the common mistakes and don’t realize it.  They only know that they are not getting calls.  Read on for some serious suggestions that can really help.

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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.

Key(words) to Success!

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 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 unless it is obvious to you that they are looking for a candidate like you.  They will know soon enough when they call you in 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 desire 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 Effective!

The popularity of Black Sales Journal has increased immensely over the past three years as advice on these topics regarding our noble profession has value to those of all ethnic backgrounds. BSJ readership is a spectrum of all colors, sexes, orientations, and nationalities. BSJ covers a variety of topics that are not discussed in any other forum.

BSJ deals with a multitude of situations,  from performance, to prospecting,  to prejudice (and more). Racial prejudice is real, but not always the culprit.   Racial discrimination is, at times, practically unavoidable; in a society that is so diverse and so unwilling to move out of personal comfort zones.  This allows decisions to be governed by the simple phenomenon I call Racial Preference.

Racial Preference in sales is when a buyer elects to do business with someone because they are more comfortable with that individual primarily because of their race.

Racial Preference is simple, and not always intended to be harmful, but I think you recognize that it can rob a deserving individual of success.  Whether intended or not, racial preference  often results in racial discrimination.  Nonetheless, there are strategies and tactics to deal with this, and we help to do that.

Racial preference happens, among all races, and we all need to avoid the simple urge to choose the person we elect to do business with on the basis of their color, gender, orientation, or nationality.  You see the quality of the individual, the level of their preparation, their responsiveness, and their professionalism make for a powerful case to do business with the best!  Always be the professional and always be the best!  We can take you there!

Black Sales Journal By The Numbers

I started Black Sales Journal in November of 2010 with an inaugural issue describing the purpose and the objective.  Three years later, in an extremely competitive market, I still hope to help Black sales professionals get the information that will give them an edge in getting that professional sales position, generate real prospects, leverage strong vibrant relationships, and … land the ‘all important’ account.

This advice is available for everyone, although I direct it to those that I think sometimes find themselves at a disadvantage for reasons beyond their control.

Here are some brief excerpts of the BSJ monthly report numbers defining readership that I think are so impressive and important:

Black Sales Journal - Statistics 2013

Even more importantly, I attempt to give realistic and logical strategies and tactics to get the edge while in the sales position.  As a result the site attracted and ‘held’ the attention of sales professionals and ‘want-to-be sales’ professionals who garnered information from the site.  Note these 2013 stats:

• 900 – On average, by month, over 900 visits to the site lasted for more than 15 minutes!
• 650 – On average, by month, over 650 visits to the site last for more than 30 minutes!
• 275 – On average, by month, over 275 of those visits to the site last more than 1 hour!

BSJ is viewed on computers, cell phones, tablets, and by RSS.

All told, there were over 71,365 visits to the site.  I would be foolish to think that some visits were not only on the bias of curiosity, but many come back again.

I Need A New Job!

One of the most important activities is to help professionals get the position.  There is no more important difference maker as getting the position, or improving your employment situation.  We don’t stop there, as there is no doubt that many professionals may be skilled sales people, but still have not had a wealth of experience negotiating salary, benefits, and terms and conditions.  There are many posts regarding getting the employment situation right for you.

March and April are two of our heaviest months each year, and I suspect it represents individuals attempting to be their best for the job hunt season.  In preparation for the 2014 job hunts we will spend the second half of January and the first half of February with post designed to get candidates, from newbies to proven professionals ready for a new frontier.

Master the Relationship!

If you have had a chance to read BSJ in the past you know I stress relationship management.  No matter what your color, the mastery of the relationship is the most important task you will have for lasting prosperity.

Minimize these disadvantages by having the most powerful relationship possible, and make some money!  Read Black Sales Journal to learn how.

If you master the relationship, you will learn that issues that were disadvantages, will suddenly be unimportant.  You will see that the advantage of the relationship trumps all else.

Thank You For Reading

Thank you for reading Black Sales Journal, and I welcome your direct comments feel free to email me directly at michaelparker@BlackSalesJournal.com and I will respond as quickly as I am able.  I hear from many readers, and help privately to solve problems.  Feel free to contact me.