Sales Hiring Tip #8: Sales Resumes and Disruptive Cognitive Attributes

If you missed out on our previous posts, first check out Sales Tips #1#2,  #3,  #4 , #5 , #6 & #7

Sales Resumes are like vacuum cleaners, they suck!  Usually they are nothing more than a candidate brochure written by a computer program or a 3rd party who doesn’t even know the candidate.

It’s not what’s on the resume that is important. It’s what is missing that is important. You’ll see things like:  Received President’s Award for Outstanding Sales Achievement 5 years in a row.

So what? Is my first reaction. I want to know:

  • How did you do that?
  • How many accounts did you have that made up the most of the production to achieve that?
  • How many new accounts did you get?
  • How long did it take?
  • What was the biggest sale?
  • What was the smallest?
  • How did you get the leads to generate those sales?
  • How much was repeat business that you inherited when you got the job in the first place.

How about Job History? Did you know the average sales professional changes jobs every 18 months? As long as they are moving for improvement and career enhancement I’m fine with that.

Look for things that don’t make sense. Disruptive Cognitive Attributes I call them. They are camouflaged but right in front of us. Award winners don’t get fired! Top sales people don’t just get let go because the company merged. What is right in front of us but hidden from pain sight?

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Author: Rocky LaGrone

Rocky LaGrone is a seasoned sales development expert with over 25 years in sales development and training working with well over 1,000 companies of all sizes in various industries.

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