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.
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.