Today’s post is for Recruiters and Hiring Managers who are tasked with adding Sales Professionals to an organization.

An excellent piece titled “Secrets Buried in a Salesperson’s Resume” on ERE today by Lee Salz talks about the importance of accurately assessing the Resume of a Sales Rep who is better than the average person at selling themself to others.

First, a little background on Mr. Salz. Lee Salz has specialized in building and developing sales organizations for over 15 years and he is President of Sales Architects, LLC. He has published numerous articles on sales and just released a book this past summer titled, “Soar Despite Your Sales Dodo Manager.”

Bottom line, he knows what he’s talking about when it comes to hiring Peak Performers in Sales.

Making quick and yet accurate assessments of Resumes is nothing new to us, of course, but Salz suggests (rightfully so) that there should be a slightly different set of rules for us to play by when we’re reviewing Resumes from Sales Professionals.

He takes the time to explain and outline his strategy and approach with a focus on paying close attention to Titles, Accomplishments, Degrees, and Training.

Because as we all can relate, “I don’t believe that most salespeople intend to dupe their potential employer, but I’ve also been around the block long enough to know that the percentage that ‘inflate’ is high enough to warrant a circumspect analysis of the Resume.”