Sales Manager Tip – Hiring Sales Professionals (Reading a resume vertically)

Does your company go through countless resumes to find a “good fit” for your sales positions?  Would it help you to have a faster way to quickly and easily understand if a person is a sales person, or something else?  Try reading resumes “vertically” instead of “horizontally”.

How does one “read a resume vertically?”  Simply read the first or second word of each line on the resume.  Look for themes.  You can tell very quickly if this person is a sales person, a business development person, a marketing person, etc.  Examples…

Resume #1 – Mr. Smith

  • Aggressively sold…
  • Won contract…
  • Executed…
  • Achieved…

Resume #2 – Mrs. Smith

  • Participated in…
  • Established…
  • Managed…
  • Collaborated…

If you are hiring a sales person, its very likely that Resume #1 would be more of a hunter than Resume #2.  Obviously there are entire books written on interviewing skills, and best practices for understanding someone’s resume.  This tip, originally provided by Skip Miller, CEO of M3 Learning, has been a time saver, and great way for me to weed out the non-selling candidates from the selling candidates.

Give it a try, you may be surprised!

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