Sales Management | How To Screen Sales Resume Like A Pro Using Logic

June 9th, 2010

28 300x284 Sales Management | How To Screen Sales Resume Like A Pro Using Logic

In our continuing series on how to screen a sales resume, today we touch on:

Does there seem to be a logical progression of promotions throughout the salesperson’s resume?

Most companies, after a set period of years, will typically enhance a salesperson’s title to reflect increased stature and seniority. This is usually awarded in concert with achievements at the “lower” level, but not always.

If you see this logical progression, this simply tells you that the candidate is well-regarded, but will not necessarily tell you that they can sell at a high level.

If they have solid achievements alongside steady advances in promoted titles, then this is certainly a positive.  Accolades, as we’ve discussed before are the hallmark of a great sales resume and are an absolute “”must have” in order for you to even consider them for a live interview.

However, if the salesperson has been at the company for five or ten years and their title never changes from “sales executive” to “senior sales executive” or another some such thing, this may be an indicator that you have an underperformer on your hands. This is especially true if the sales achievements in the time period mentioned are sparse or worse yet, non-existent.

However, if you see a strong progression of title changes, as well as diverse job experiences such as promotion to a specialty sales role along the course of their time at a particular company, then you’ll probably want to interview them. This is especially true if this progression of promotions is in your company’s industry.

Remember at this stage of the interview process, you’re only at the  second step of the whole hiring process, what we call the “Six Step Hiring System” which we do teach to our Academy students.

Your main goal at this stage is just to do one thing: determine if they are worthy of your time in a live interview…nothing more and nothing less.

Bottom line here is this: if you see a logical progression of steady promotions, mixed with top accolades, get ‘em in for a live interview. This sales rep could be a keeper.

To learn more about sales management training, click here to get your choice of free sales management training courses.

What do you think? We want to know, don’t be shy. Post a comment below.

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Filed under: Hiring by ralphburns

One Response to “Sales Management | How To Screen Sales Resume Like A Pro Using Logic”

  1. How To Assess Sales Application By using “Extracurricular Activities”, on September 3rd, 2011 at 1:38 pm Said:

    [...] find out more about sales manager training, then click here to get your choice of free sales management training courses. ShareTweet(function() { var s = document.createElement('SCRIPT'), s1 = [...]

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