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10 Things Every Sales Resume Should Include


Running a sales and marketing recruiting firm, I see over 40 – 50 sales and business development resumes of all levels on a daily basis. My job is to read, analyze and interpret which job candidates should receive a response and which our recruiters have to pass-on due to time limitations. Here is some advice that I’ve come up with for any employment seeker looking for a top position in business development:

Upon writing a sales resume, whether you are targeting executive recruiters or direct employers, there are certain things that the best business development CV’s contain and inclusion of these 10 facets typically leads to more sales interviews and, thus more job options as well as offers.

While this only takes a few hours to update, some sales job seekers will lack the below points which will make the time spent tweaking your resume well worth it.

1. Quota – All sales resumes should include numbers. Whether you want your quota to be in dollar amounts or displayed as a percentage comparing your quota to your achievements, there should be no exceptions to this rule.

2. Average Sale – The clients of our sales recruiting firm want to know the average sale size of each candidate our recruiters send in especially for the more senior roles. While this is not as important as #1, again the best of the best sales resumes include this information.

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3. Prospecting Methods – How do your get your clients? As a sales employee, you probably have some prospecting involved which is exactly what employers want to see. Make sure that you include the term “cold-calling” (or some derivative of) in each of your job descriptions that included this duty.

4. Clientele – Who did you sell to at your last position? All sales resumes should include a target group explaining the people (titles, organizations, etc.) you dealt with and sold to on a daily basis.

5. Travel – Did you travel with your last position? The more you traveled, the more clients are going to like you; it shows ambition regardless of whether it was mandatory.

6. Product or Service Description – What did you sell? One noun is not going to do it. Explanations are key. For example you did not sell widgets, rather you sold premium widgets geared towards increasing manufacturing productivity in several sectors.

7. Sales Styles – There is not a client that graces our sales and marketing recruitment agency who does not like the term “consultative selling.” While the phrase has lost some of its meaning, basic inclusion of this phrase shows that you’re not a pushy, unethical sales rep…and it’s all achieved via two words.

8. Marketing Acumen – Do you know any marketing? While sales representatives should keep marketing in the background, any skill-set is helpful to employers – especially smaller organizations that don’t have the budget to recruit both.

9. Brief Intro Explaining Yourself – In the intro, take two or three sentences explaining yourself and what your looking for in your next job. While being overly vague is detrimental, being overly specific can make the sales job seeker look high maintenance.

10. Bulleted Skill-set – In the beginning of your resume (towards the top) include your skill-set which should be a set of keywords that will not only give the employer or recruiter what they want right off the bat, but it will also help your resume be found on the job boards such as Monster.com, CareerBuilder and LinkedIn.

In the End

Simply stated, implement the above variables and take your new sales resume out for a comparison gauging pervious and new response rates. You should be pleasantly surprised.

Ken Sundheim is the CEO of KAS Placement (KAS recruiters NYC Chicago headhunters) an executive search firm specializing in the recruitment of sales and marketing professionals. See KAS Placement’s open jobs here.

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Accepting a Job? – 9 Offer Letter Considerations


Before accepting a job offer, there are certain questions one must ask themselves in order to determine whether this is the right career for them.  As the CEO of a sales and marketing recruitment agency, upon taking on a client, our executive recruiters try to put ourselves in the job applicants’ shoes and take the following questions into consideration upon attempting to predict if there will be any market demand for the job.

 

Therefore, as a job seeker being recruited by a company or a member of an executive search firm, ask yourself the following:

 

1. Do You Like the Company’s Products or Services? If you don’t believe in a firm’s products or services, the odds of you being able to successfully sell them is nearly 0. Make sure you like the product or service, have passion regarding it or you’re in for a long, unsuccessful employment stint.

 

2. Do You Like Your Future Manager? Be honest with yourself. While you don’t have to be best friends with the individual, you do have to get along. He or she should know something about their business – after all, you want to be learning from someone who knows.

 

3. Is There Room for Career Advancement? The best way to decipher whether or not there is a future at the company is to see how long the other employees have been at the organization. If the turnover rate is high, chances are that you are being recruited by a company that may be complacent and, in turn your career can end up that way.

 

4. How Competitive is the Space? The less of a commodity you are as a job seeker, the better off you are going to fare.

 

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Ken Sundheim is the CEO of KAS Placement executive recruitment and staffing.

 
5. How Much Capital do You Perceive the Company to Have? While many firms brag about being venture capital backed, the best type of funding comes in the form of a lot of cash flow with little debt. Companies with more money are less likely to lay-off workers and quicker to grant promotions and raises.

 

6. Will You Find the Work Challenging? If you don’t find a job challenging and you’re not growing either professionally and personally, all the money in the world won’t justify you taking that job. The highest paid professionals love the game; they crave the challenge and know that the aforementioned mentality makes the money come.

 

7. Is the Pay on Par? While you should never take a job for the pay, you should almost never work for strict equity in a start-up. Pay is something that we all need, but there is a price attached to every paycheck…always keep that in mind.

 

My motto is that you can always negotiate pay, you can’t negotiate happiness.

 

8. Do you Like the Environment? How is the furniture? Is the office clean? Are the people happy? Think of your work as your home away from home and ask yourself if you want to live there for the next few years?

 

9. Are you Keeping an Open Mind? As the CEO of an executive recruiting firm, I always tell job seekers to keep an open mind when interviewing. Without creativity and being open to new experiences, you’re simply going to remain status quo.

 

In the End

 

In the end, you must use your tuition when deciding to accept a job. Look for things like stability and, remember that you only have one career, so make the best of it.

 
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Ken Sundheim is the CEO of KAS Placement marketing recruiter and is a known leader in the executive search world. When it comes to sales and marketing recruiting, sources like WSJ, NYTimes, Fox Business News, AOL, MSN, Chicago Tribune, BusinessInsider, About.com, CBS MoneyWatch, MTV, San Francisco Chronicle, Monster.com and many more look to Ken Sundheim for job search advice. Ken also helps recent college graduates find marketing jobs as a consulting function through KAS.
 

KAS Placement Recruiter YouTube Channel

How to Deal with Career Setbacks


View Ken Sundheim's profile on LinkedIn

We all have setbacks in our careers. There are times when goals are going to be obtained and the world seems simply perfect, then there are going to be times where we can seemingly do nothing right.

 

While anyone can endure the former, only the truly successful learn to effectively cope and persistent in those times when it seems that things aren’t 100%. Part of doing this is looking at those setbacks positively and constructively which includes:

 

– Knowing that the setback is not permanent. Health issues can be permanent, career issues never are. Think of your setback as a temporary hurdle and gain to discipline to envision when things are going to get better.

 

– Keep your energy up. When we have career setbacks, we tend to lose steam and our energy drains. However, when a career setback occurs is when we need our energy most as our body and mind are tired, but at the time don’t have the luxury to relax as we’d please.

 

– Knowing that luck favors those who are persistent. Work, work and work some more. Realize that to overcome career setbacks of any magnitude there is going to be some fight involved.

 

Embrace that fight and work through it by knowing there may be some setbacks before things get better and you’ll figure out how to deal with those when / if they arise.

 

– Knowing that it is not as bad as it seems. Career setbacks, while they can seem life ending, never are. As long as you still have your health and motivation, positive things will happen.

 

– Focusing on the solutions rather than the problems. To focus and perseverate on the problems solves nothing and drains your mental energy, thus killing ambitions. Rather, be productive by focusing on how you’re going to solve the problems and attack them in a manner that is logical, calm and professional.

 

In the End

 

Know that any great movie has a protagonist and hurdle; it’s not a coincidence that the most entertaining films have seemingly insurmountable hurdles that are overcome by the protagonist who rises to the occasion via his or her hard work, persistence and relentless pursuit of something that is better.

 
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About the Author
 
Ken Sundheim is the CEO of KAS Placement sales recruitment and is a known leader in the executive search world. When it comes to sales and marketing recruitment, sources like WSJ, NYTimes, Fox Business News, AOL, MSN, Chicago Tribune, BusinessInsider, About.com, CBS MoneyWatch, MTV, San Francisco Chronicle, Monster.com and many more look to Ken Sundheim for job search advice. Ken also helps recent college graduates find marketing jobs as a consulting function through KAS.
 

How to Find a Job When Unemployed


Just like finding a job when you’re working, finding a job when unemployed comes with both its advantages and disadvantages. In order to successfully find the job you want when you’re not working, it is imperative that you implement a few key practices and thought process all of which will assist you on your way.

 

To help those searching without the safety net of a job, I’ve listed some methods for keeping busy, being able to executive and maintaining mental well-being when unemployed and looking to get into the desired career.

 

– Make the search full-time – When you’re unemployed, time can be easily wasted. Because we all must have a job and a purpose, you must make your search full-time always taking extra minutes to do research on prospective industries and becoming familiarized with the types of companies that you want to work for.

 

Additionally, it’s imperative that you diversify your employment search and look into any and all avenues that will help you find the type of job that you’re looking for.

 

– Know that it’s okay to be unemployed – Being unemployed and having done something wrong are two mutually exclusive events that should, in just about all cases, never be lumped together. Don’t be apologetic for being unemployed, rather just think of it as a state that is not permanent; see it at is a temporary thing.

 
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– Remain enthusiastic – Your attitude and how you look at things will play a pivotal role as to how good of job you’re going to get while unemployed. While it’s easy to get down and sluggish, for both interviews and personal health, you must remain upbeat and think of the positives.

 

– Continue growing yourself – When you’re not searching for a job, the one thing that you must do is to stay busy with productive activities. While not working, the most productive activity can be to sharpen your skill set and grow upon the strengths that employers want.

 

The most successful job seekers make the most use out of their time. Learning is what gets one recruited for the most desirable jobs and is the #1 necessary habit for the unemployed job seeker.

 

In the End

 

Being unemployed should be looked at as an opportunity to have the ample amount of time to look for the right job. Instead of focusing on the negatives, do your best to save money, remain relatively stress-free and get to work…you’ll find what you’re looking for.

 

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Recruiting Sales Employees


When going for a business development (account management) or sales position (new business development), as a job applicant it is important to know what the employer wants and base our interviewing techniques on their needs.

 

When done properly, the interviewee truly stands out from the crowd and nearly always makes it to the second or third round of interviews.  However, to effectively interview for a sales job, it is best to take the time to list out what employers want when recruiting sales professionals.

 

– Ability to bring on new business.  With the majority of jobs that our sales recruiting firm receives, the end goal in mind is for the sales representative to bring on new business that otherwise would not be available to the company.

 

This means prospecting.  It means being able to handle rejection and having an active willingness to be creative in the ways that we go about finding those clients and executing accordingly when we do.

 

– Ability to represent the company in professional manner.  A big part of sales is how we project ourselves and the image we put forth to the prospective buyer.  Employers want to recruit sales professionals who convey a positive image that is inline with company expectations and has proven effective for the organization when dealing with their target customers.

 

– Understanding of the target market.  Unless it is an entry-level sales headhunting sales recruiting effort, companies recruiting business development professionals want the individual to have some sort of experience dealing with their target market.  At minimum, many clients want an understand of the business and subsequent industries which they sell to as this means less training for the employer, typically more employment longevity and sales success.

 

– Ability to be likable and to be trained.  People want to work with those whom they like.  A significant part of sales is being able to get along with others and, in general being a likable, easy going person.  Unless it is very executive, most levels of sales jobs come with training and recruiting companies want to know that you’re not going to fight their teachings tooth and nail.

 

In the End

 

When companies are recruiting sales professionals, on a macro level, they tend to have the same desires; once you know what those inherent wants are, you’re able to better present yourself throughout the recruiting process.

 

Ken Sundheim is the CEO of KAS Placement and is a known leader in the recruiting and executive search world. When it comes to sales and marketing recruiting, sources like WSJ, NYTimes, Fox Business News, AOL, MSN, Chicago Tribune, BusinessInsider, About.com, CBS MoneyWatch, MTV, San Francisco Chronicle, Monster.com and many more look to Ken Sundheim for job search advice. Ken also helps recent college graduates find marketing jobs as a consulting function through KAS.

 

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