Posted by Adam Malanaphy, Project Coordinator at Glenmont Group
Submitting one’s resume to a potential employer can function either as a catalyst pushing a candidate toward the next stage of the interview process or like an anchor keeping that resume on the bottom of the pile. There is a formula which can be applied to most, if not all, hiring processes, but seems most relevant when it comes to hiring sales professionals.
Hiring managers are typically looking for a predetermined set of criteria when they are presented with resumes of sales candidates. Anyone reviewing a resume for a sales position will invariably be drawn to numbers. Quota exceeding performance is very often the most important indicating factor here because it is a testament to one’s work ethic and their sense of pride, two trademarks of a strong sales person.
Highlighting key wins is another topic that should stand out on any well written sales resume. When constructing your resume it is important to outline major accomplishments including large deal closes, major accounts by name or industry (use your discretion), and of course any relevant dollar amounts, percentages, or other significant sales-based numbers. It is important to be as specific as possible here as hiring managers want to know exactly how much of something was sold, who it was sold to and for how much. These factors will demonstrate the success a candidate has achieved in the past, and provide a window into the values and ethics that will contribute to candidate’s performance in the future.