Tips from the Pros

by Todd Miller

Founder and CEO, SalesHeads^SM (www.salesheads.com)

Sales and marketing people make the mistake of writing resumes as if they’re accountants or programmers. List your accomplishments under your experience, in bullet points, on your resume…and focus on the dollars and cents. “Exceeded $5MM quota by 24%, in a mature territory, resulting in $2.5MM in gross profit” is an example.

Trying to get your first sales job? Read as much information as you can on modern selling techniques. Consider a sales training course that focuses on your chosen industry. A demonstrated willingness to learn will place you far ahead of the next person who doesn’t have any experience.

Todd Miller is the founder and CEO of SalesHeads^SM, a leading Internet job board for sales and marketing professionals. He was also the founder and CEO of Selective Sales Staffing, an executive placement firm for sales and marketing professionals. Todd has been working with salespeople for more than 13 years, with experience ranging from entry-level through senior-executive sales management.

© 2002. Used with permission of the author.