North American Association of Sales Engineers

North American Association of Sales Engineers

European Association of Sales Engineers

Excellent and Practical Insight from one of the Leading Pro Resume Writers

“65% of job candidates do not grasp the importance of their resume.” – Rob Richey, CMRW

NAASE had the privilege to speak with Rob Richey, President of PRO RESUME out of Memphis.                     (   )

We wanted to talk about many timely topics and questions on the minds of our membership.  Richey, a Certified Master Resume Writer, gave us some great insight.  The following are the key takeaways from our conversation, which was focused on the technical sales landscape:

NAASE: Should candidates consider using an infographic resume?  When?  Why or why not?

Richey: Generally-speaking, probably not.  You need to make sure it would be ATS-compliant (ATS = Applicant Tracking System), and most are not.  If you really want to try it, make sure you hire a real professional to create one for you.  In addition, it would depend on what kind of position, and at what level, you are applying for.  I don’t think anyone is applying for a Vice President position using an infographic resume.

NAASE: What are some of the basics a candidate can use to get their resume passed a company’s ATS?

Richey: That is somewhat of a hard question to fully answer.  The quick answer is, it will vary and it needs to be updated regularly.  In addition, not all ATS’ are the same.  There are certain general guidelines, like only using specific fonts within your resume etc.  But in general, it would be best to reach out to a professional resume writer who can tailor your resume to a specific position and company.

NAASE:  What can you say about the current job market in general, and how the rest of 2021 looks?  Is the worst behind us?

Richey: In my opinion, I think the economy and hiring in general is good right now, and should only get better as the months progress.  If you are in B2B sales, selling a solution or a system– I think you are in need.  Especially if you are selling directly to the end-user.   For software or other products that literally change every 2-3 years, this is even moreso.  You sell a client, and then in a couple years you go sell them an upgrade.

NAASE:  Talk to the person that has been out of work and seeking a job for several months, and isn’t getting very far.  What should they do or try?

Richey:  We place candidates all the time by shifting their industry, but maintaining their same skillset AND their same Rolodex.  (Google Rolodex- for any reader under 40 years old…)   A lot of skills translate well to other companies or industries.  A technical salesperson that has worked in conveyor equipment could just as easily work for a company that manufactures plastic bottles.  You have to be willing to think outside the box and step out of your comfort zone.  And don’t be afraid to learn something new.

NAASE:  Is it worthwhile and relevant for a candidate/professional to get certificates or professional designations?

Richey:  Certificates or anything like that are a means of outside validation.  Companies and HR managers do like to see that.  When an HR person sifts through tons of resumes, they are listing and charting different credentials and accomplishments.  These can have a cumulative effect.  If a person has 3-4 “bonus” criteria, and the other candidate has zero or 1, its likely that the person with more “bells and whistles” will get the interview.

NAASE wants to thank Rob for his time and insight; please consider checking out their website if you’d like to see what they are about.

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