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Characteristics of High Performance Teams
Abstract: Based on significant research, Entelechy has defined characteristics of effective teams. Entelechy reviewed over 50 studies on high performance teams and compiled a list of high performance team characteristics. We grouped...

Do you have a picture of YOUR customer?
I was recently working with a retail client and was discussing their merchandise strategy with their display manager. I asked the person about two products on the same display and who would buy them. The display manager mentioned that one of the...

How to Maximize Sales by Minimizing "Windshield Time"
During the late 1980's I was a field sales representative for a computer distributor, selling computer systems and peripherals in and around Los Angeles, California. The traffic was horrendous, and the time I wasted driving to and from...

Looking for a Direct Sales (Party Plan) Company? Do you know what questions to ask?
So you know what products you want to sell, but how do you pick the right company? By asking questions, but what questions should you ask? Make sure to ask questions like these: How much is the commission (also called discount) some companies...

"Planning" To Make a Decision?
The longer I've been around companies the more I believe the words "Planning" and "Decision" are seldom used in the same sentence! And the business fallout because of poor planning when making decisions is staggering. The effects of a...

 
Yesterday's Hero


Wonder Woman makes it looks so easy. She gets up every morning, fights the good fight, calls it a day, and starts the whole process all over again. This is the way most of us begin our workday. We work hard, accomplish lots, and get up in the morning for an encore presentation. >From childhood we were told that if we put 110% into our careers that we will be shoo-ins for promotions and raises. It sounded like an excellent plan and one that you easily bought into-hard work equals a big return on investment. Good deal.

Then one day you walk into your office only to discover that your position has been eliminated. Not through any fault of your own, but because the powers-that-be made an executive decision to reduce costs. At that moment, you quickly realize that not everything comes from hard work, and you are reluctantly thrown into the job search.

THE CHALLENGE

To your surprise, a search that you were convinced would take only a few weeks turned into a year-long process. You quickly realized that no matter how many awards you received and no matter how impressive your career progression, the old adage is true: "You're only as good as your last sale." And if you have been unemployed for a while, hiring managers may view your experience as being out of date.

Since the resume is the first meeting between you and a prospective employer, the way you position your skills is critically important. This is especially true if you want the reader to overlook your unemployment gap and focus their attention on your successes.

If your resume fails to cleverly tackle red flags, the reader will eliminate your candidacy within seconds. With today's job market, it is rare to find a jobseeker who has a flawless work history, and a traditional resume doesn't always properly address the immediate concerns jobseekers are facing today.

THE SOLUTION

This is the reason why professional resume writers recommend a combination resume for those a) who have been unemployed for over a year who want to deemphasize an unemployment gap and b) those considering a career change who wish to highlight relevant marketable and/or transferable skills.

A combination resume integrates the best features of the functional and chronological resume formats. Similar to the functional resume, the combination resume emphasizes skills; and just like the chronological resume, the combination resume sequentially showcases your professional history.

ANATOMY OF A COMBINATION RESUME

The most basic format for a combination resume includes the following sections: Introduction, Accomplishments, Professional Experience, and Education. Below is a breakdown of each section.

Introduction The opening of a resume serves as a teaser and is called a Career Summary, Professional Profile, or Summary of Qualifications. Whatever term you decide to use, the end result must sum up your value to the hiring organization. Let's take a look at an example:

Goal-driven, tenacious sales and management professional demonstrating


award-winning sales record in highly competitive industries. Strong leader and team player; excellent motivational skills to build and sustain forward growth momentum while motivating peak individual performance from members. Experience in managing all aspects of sales development cycle, from prospecting and cold calling through detailed presentations and negotiation to closing follow-up activities.

Notice that the example above provides the reader with a checklist of the candidate's qualifications. From the onset, the reader has a feel for what the candidate can bring to the table.

Accomplishments Since this section appears immediately after the introduction, it must keep the momentum going. This is your opportunity to showcase the fact that your experience is still relevant, you're still in the game, and you are a serious candidate. Let's look at a couple of accomplishment- based statements.

* Ranked consistently in top 5 company-wide for sales production among staff of 600+ brokers, bringing in $3.5 million in gross commissions during tenure.

* Contributed to success of supervised brokers through hands-on training and mentoring; led team that generated $13 million in commissions.

Notice that the statements are specific and target key achievements the candidate is most proud of.

Professional Experience This section provides a chronological history of your experience along with a brief summation of your responsibilities. Here's an example of how your professional history can appear.

Vice President, Bay Shore Financial, New York, NY, 2000-2004

Supervised team of 12 brokers in account prospecting and development activities. Conducted in-depth research on stocks and related topics to provide best recommendations for clients. Mentored team members and provided assistance with complex and escalated client issues. Authorized sign- off on large transactions.

Education The education section can include your college background, technical training, and/or professional development.

Bachelor of Arts, Accounting-LONG ISLAND UNIVERSITY, Brooklyn, NY

BEST OF BOTH WORLDS

A combination resume will allow you to highlight your impressive accomplishments and grab the reader's interest right at the beginning while also providing the chronological work history employers are looking for. Now get out there and knock that employer's socks off!

Recognized as a career expert, Linda Matias brings a wealth of experience to the career services field. She has been sought out for her knowledge of the employment market, outplacement, job search strategies, interview preparation, and resume writing, quoted a number of times in The Wall Street Journal, New York Newsday, Newsweek, and HR- esource.com. She is President of CareerStrides and the National Resume Writers' Association. Visit her website at http://www.careerstrides.com or email her at linda@careerstrides.com.


 

SellingPower.com | Solutions For Sales Management
Targeted to sales managers and upper tier sales professionals, this magazine helps you train, educate, and motivate your sales team.
www.sellingpower.com
 
Journal of Personal Selling & Sales Management
The official web site of the Journal of Personal Selling & Sales Management has moved to the University of Missouri, Columbia, which is the home of the ...
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Management Articles
Sales Management. Unleash Your Brand Ambassadors. A recent GlaxoSmithKline decision took the advertising industry by storm: The pharmaceutical giant ...
gmj.gallup.com
 
Manage Smarter - Performance Gateway
Manage Smarter is the online home of sales & marketing management, incentive, potential, presentations and training magazine.
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The 5 Biggest Sales Management Blunders
Learn the biggest sales management blunders and how you can avoid them. Spending the necessary time wearing your sales manager hat will help foster a ...
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DEI Sales Management
Stephan Schiffman's DEI- Management Group, offers sales training tools and educational forums designed to teach: Cold Calling and Closing Techniques, ...
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Sales Management Training - Selling Seminars - Reinforcement & ROI ...
Offers sales and sales management training. Sign up to receive the monthly newsletter.
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Sales Management Resource International
Sales Management services, sales training, sales solutions, sales people. We provide a systematic approach to providing immediate sales results ...
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Reconnect Sales Management to Profitability - HBS Working Knowledge
"Work your pay plan" is one of the central tenets of sales management. ... In a similar way, top managers can reconnect their sales management to ...
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Amazon.com: Sales Management: Books: Robert J. Calvin
Amazon.com: Sales Management: Books: Robert J. Calvin by Robert J. Calvin.
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Amazon.com: Seven Secrets to Successful Sales Management: The ...
Amazon.com: Seven Secrets to Successful Sales Management: The Sales Manager's Manual: Books: Jack D. Wilner by Jack D. Wilner.
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Personal Selling and Sales Management: KnowThis.com
KnowThis,com offers information, resources, reference and links for sales people, sales managers and other involved in managing a sales force including ...
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Sales Training and Sales Management: KnowThis.com
KnowThis.com offers information, resources, reference and links for anyone involved in sales training or sales management or other managing issues involving ...
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SMR Career Services
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SalesVantage.com: B2B Advertising, Marketing and Sales Management ...
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Contact Management Software, Contact Manager & Sales Software for ...
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Sales Management- 7 Secrets to Successful Sales Management, the ...
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  • 10 critical questions to ask before hiring a consultant

  • 10 lessons for every shoestring entrepreneur

  • 10 profit boosting tips to increase the success of your affiliate program

  • 10 reasons why companies should start doing business online

  • 10 ways for entrepreneurs to find more time

  • 11 secrets to leadership in sales

  • 11 ways to elevate your sales

  • 3 steps to turning ok sales into unbelieveable results

  • 5 tips for savvy use of your home equity line of credit

  • 6 steps to laying out your competitive strategy

  • 7 explosive strategies to maximize your google adwords campaigns

  • 7 tips for product enhancement to increase your sales

  • 8 procedures to take control of sales and marketing

  • alarming marketing trend

  • are you still broke with 10 000 people in your downline

  • army ranger reveals how to control corporate stress

  • assumptions the hidden sales killer

  • astute pricing by sales representatives can expand profit

  • a new look for business in the future

  • a power technique for boosting sales

  • a profitable growth formula for sales managers

  • a real crm strategy or just tracking customers

  • bankers in denial

  • black belt sales meeting moves

  • book summary the e myth revisited

  • boost profits dramatically with consignment sales

  • boost your business sales with credit card payment solutions

  • building an email marketing list

  • businesses should specialise not generalise

  • business after the iraqi war

  • can a sales leaseback arrangement make investing in orlando investment more safe and reliable

  • cash flow management

  • cash flow profits and the cash conversion cycle

  • celebrating successes the power of compliments

  • characteristics of high performance teams

  • coaching for success

  • commodity sales prospecting ‹¨« how to stand out from your competitors

  • communicating value

  • conducting business through b2b e marketplaces

  • confessions of a reluctant saleswoman

  • create a positive upbeat can do workforce and dazzle the customer with your caring

  • creating your internet marketing plan

  • crm for beginners customer relationship management basics

  • crm sfa that accelerates sales the sales process integration approach

  • customer service and call center outsourcing whats the buzz

  • dialogue the four dialogic principles for successful communication

  • does your business need a toll free 800 number

  • doing business online private b2b exchanges

  • domain name and web hosting hell

  • dont shoot the sales team

  • do you feel overwhelmed running a web business try this

  • do you have a picture of your customer

  • do you need a personal assistant

  • easily slash your comms costs using web conferencing

  • education and outsourcing 2 ways to improve your business

  • einstein definition of insanity

  • entrepreneurship what does it really mean

  • financial services marketing insights a marketing compass

  • finding rest for the direct sales company mom

  • first the key to successful sales

  • five dirt cheap ways to increase sales in your cleaning business

  • five strategies to strengthen your companys financial management

  • five tips for analyzing an income statement

  • five top tips for a prosperous 2004

  • forecasting and surviving a layoff or downsizing

  • gaining business intelligence

  • get coached

  • good bye bobby knight and all the sales managers like you

  • grants loans free credit cards and credit repair the whole truth and nothing but the truth

  • hiring and retaining good employees

  • hiring the best sales athletes

  • how to beat the 80 20 rule in sales performance part 1

  • how to beat the 80 20 rule in sales performance part 2

  • how to build a repeat client base in automobile sales

  • how to create multiple revenue streams for your home business

  • how to create your own successful and profitable affiliate program

  • how to cut duty cost and increase profit as an importer

  • how to decrease profits without really trying

  • how to define your companys sales job part 1

  • how to define your companys sales job part 2

  • how to easily increase your profits

  • how to enhance quality in your business

  • how to find an investment advisor

  • how to get money back for your process and procedures investments

  • how to get rich with network marketing

  • how to identify a problem solver

  • how to improve your management procedures usability

  • how to increase sales with automation improvements

  • how to join the 5 of internet business real money making pros regardless of the products you sell

  • how to maximize account penetration and jump start sales

  • how to maximize sales by minimizing windshield time

  • how to meet quality standards with iso 9001

  • how to promote your home business with ebooks

  • how to start a business plan

  • how you can learn to be a better manager

  • hunters and gatherers are you serving both their needs

  • hurdles to cross cultural business communication

  • if it was easy everybody would do it

  • if one does not do any planning one is planning to fail

  • increase sales in your home business with these 10 simple ideas

  • increase your income through international trade

  • increase your influence increase your sales

  • increase your pipeline deploying the cost effective sales team

  • increase your sales by 30 using internet collaboration networks

  • increasing sales with customer interaction points

  • index

  • industry pro interview expanding your market reach for more sales

  • internet marketing vs forex currency trading

  • introducing a mystery shopping program employees

  • investors avoid these 5 common tax mistakes

  • iso 9001 compliant program steps to build

  • is it time to hit the reset button on your sales department

  • is your business profitable

  • is your company growing fast enough for you

  • keeping your sales team motivated

  • leadership lessons for sales managers

  • leveraging open source technology

  • like it or notyoure in sales

  • lone wolf lead wolf

  • looking for a direct sales party plan company do you know what questions to ask

  • making sales online is easy isnt it

  • making sales online is easy isn t it

  • managing your business cash flow

  • maximize your home based business website sales

  • menu driven business planning

  • money management

  • multiply your sales

  • networking 101

  • network marketing book lovers guide 10 hot reads in 2005

  • no degree no problem

  • online success

  • only the weak ones quit

  • organization tips how to set up your database

  • outsourcing not just for big business

  • overcoming barriers to sales

  • overcoming sales objections for small business networks

  • overcoming small business networks sales objections

  • part 1 of 5 how pipe dreams can become realities

  • part 1 of 5 on the home business set up guide

  • part 2 of 5 how pipe dreams can become realities

  • part 2 of 5 on the home business set up guide

  • part 3 of 5 how pipe dreams can become realities

  • part 4 of 5 how pipe dreams can become realities

  • part 5 of 5 how pipe dreams can become realities

  • paypal dedication can leave your business exposed

  • phone interviews prepare to ace them

  • phone tips to get things done professional phone skills

  • planning to make a decision

  • ppc management when to give up on a loser

  • profitable growth is everyones business a book summary

  • properties for sale in cyprus please visit www propertyincyprus com

  • pr where it matters most

  • public relations defining your organization from the inside out

  • results of poor cross cultural awareness

  • riding the sales rollercoaster

  • rotator

  • rư eoc recruitment and retention employer of choice

  • sales 201 learning tools of your trade

  • sales activity report for management

  • sales and marketing terminology

  • sales and the importance of following up

  • sales commission what return should you expect on your sales compensation investment

  • sales leads how to generate quality sales leads through public speaking

  • sales lessons from the election

  • sales partners agents distributors licensing and franchises

  • sales performance and motivation how to get your edge back

  • sales planning

  • sales process how to avoid wasting time on prospects who cant or wont pay

  • sales process the secret to closing more sales

  • sales process what can you automate

  • sales success the 5 steps

  • sales territory management how to prioritize your activities to produce maximum results

  • securing second and third round venture capital financing

  • selecting sales tracking software for your small business

  • selling is easy when youre first fast and foremost

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  • seven cs to avoid procedure writing errors

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  • should i stop wasting my salespeople on prospecting

  • six components of a good e commerce site

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  • spam whats the real problem

  • stop being a salesperson

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  • strategic planning for salespeople

  • strategies for creating a niche business

  • survival tips for small businesses

  • swot analysis

  • telesales success begin with the end in mind

  • the 11 secrets to sales leadership

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  • the challenges of human resource management

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  • the diamond cutter

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  • the six most common barriers to sales success

  • the steps from product idea to product success

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  • the traits of great sales leaders

  • the world has changed what is a sales professional to do

  • this old business

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  • trade show tactics revealed

  • transform yourself from a salesperson into a businessperson

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  • using the internet automation as tools for salespeople

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  • will your home business succeed or fail

  • work at home business ideas

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  • work priorities where can you spend your time most effectively

  • yesterdays hero