What to Look for in a Sales Resume: A Recruiter’s Perspective
In the competitive world of sales recruitment, finding the right candidate can make all the difference to a company's bottom line. A well-crafted CV is often the first impression a candidate makes, and knowing what to look for can help you identify the right fit for your team. Here’s a recruiter’s perspective on what to look for in a sales resume to ensure you find the perfect candidate for your organisation.
1. Quantifiable Achievements
Sales is a results-driven field, so a resume that highlights specific, quantifiable achievements is essential. Look for candidates who include numbers and data to back up their claims. For example:
These figures demonstrate the candidate’s ability to deliver tangible results. When a candidate can show how their efforts directly impacted the company’s revenue or sales performance, it provides a clear indication of their potential value to your team.
2. Relevant Sales Experience
While many sales skills are transferable, certain industries require specialised knowledge. For example, someone who has excelled in tech sales may not necessarily be the best fit for a role in pharmaceutical sales. Pay attention to the types of products, services, or industries the candidate has sold in before. Look for resumes that show experience relevant to your sector, as well as any niche skills that might be valuable.
In addition to industry experience, consider the types of sales roles they’ve held—whether they’ve worked in inside sales, outside sales, B2B, B2C, or a combination of these. A diverse background can indicate adaptability, but if you’re hiring for a specialised role, more targeted experience might be a better fit.
3. Longevity and Progression
A candidate’s work history can reveal a lot about their commitment and growth within their previous roles. Look for resumes that show a consistent progression in responsibilities, such as moving from a junior sales representative to a sales manager or team leader. This shows that the candidate has not only met expectations but exceeded them to the extent that they were promoted.
Be cautious of resumes with frequent job changes without clear explanations. While a few moves may be expected, especially in dynamic sales environments, frequent short stints can sometimes be a red flag, suggesting a lack of commitment or stability. However, it’s always best to address these concerns during an interview to understand the reasons behind each move.
4. Key Sales Skills
A good sales resume should highlight core skills that are essential for success in the role. Look for specific skills related to the job, such as:
Candidates should not only list these skills but also provide examples of how they’ve applied them in previous roles. This helps you see beyond the buzzwords and assess whether they have the practical experience needed to succeed.
5. Adaptability and Continuous Learning
The sales landscape is always evolving, with new techniques, technologies, and buyer behaviours emerging regularly. A strong candidate will show a willingness to adapt and learn. Look for evidence of this in the form of professional development, such as certifications, workshops, or courses they’ve completed.
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For instance, candidates might have completed courses on digital selling, negotiation strategies, or social selling. In addition, involvement in industry-related webinars or workshops can indicate a proactive approach to staying updated with the latest trends and techniques in sales.
6. Customer-Centric Approach
Successful salespeople put the needs of the customer at the forefront of their approach. A candidate who demonstrates a customer-centric mindset is likely to build better relationships, provide exceptional service, and generate repeat business. Look for indications of this in their resume, such as:
Candidates who can show that they focus on providing value to customers rather than just making sales are likely to be a good fit for organisations that prioritise client satisfaction.
7. Soft Skills That Matter
While technical skills are important, soft skills are equally crucial in sales. Attributes like resilience, emotional intelligence, and strong communication are the backbone of successful sales interactions. Resilience helps candidates to recover from setbacks, while emotional intelligence allows them to read clients' needs and adapt their approach accordingly. Effective communication is key for delivering compelling pitches and maintaining clear, open dialogues with prospects.
A well-written resume should give you hints about these qualities. For example, a candidate who mentions thriving in high-pressure environments may possess resilience, while those who highlight their ability to work collaboratively with teams might have strong communication skills. Don’t hesitate to delve deeper into these attributes during interviews to get a fuller picture of the candidate’s interpersonal skills.
8. Clear and Concise Presentation
The way a candidate presents their resume is often a reflection of their attention to detail. A well-structured, concise resume indicates that the candidate respects your time and understands the importance of clear communication—key traits in any sales role.
Look for resumes that are easy to read, free of errors, and organised logically. Bullet points are often used effectively to highlight achievements and responsibilities. Resumes that are overly wordy or poorly formatted can be a sign that the candidate might struggle with conveying messages succinctly—a critical skill in sales interactions.
9. Cultural Fit and Alignment with Company Values
While a resume cannot tell you everything about a candidate’s fit within your organisation, it can give you clues. Look for language and experiences that align with your company’s values. For instance, if your business values innovation, seek candidates who highlight their contributions to new sales strategies or initiatives. If teamwork is key, a candidate who emphasises their role in collaborative sales efforts may be a better match.
A candidate who clearly understands and respects your company’s values is more likely to thrive within your culture, leading to greater engagement and retention over time.
Conclusion
Finding the right sales professional starts with understanding what to look for in a resume. By focusing on quantifiable achievements, relevant experience, adaptability, and a customer-centric mindset, you can identify candidates who are more likely to excel in your organisation. Remember, a great sales resume is just the beginning. Use it as a starting point to ask the right questions during interviews and assess whether the candidate’s skills and qualities match your needs. With the right approach, you’ll be well on your way to building a successful and high-performing sales team.