Resume Work Experience

One of the bullets I see on a lot of sales resumes is very similar to what this sales person wrote:

Create relationships with all levels of personnel as well as cultivate relationships in the managed care arena.

The problem with this is that it does nothing to differentiate the job seeker. I would hope that a sales person would create and cultivate relationships. The added detail of “all levels of personnel” doesn’t stand out either.

The big problem is that the text is very general and appears on a lot of resumes.

Now, this is a candidate that received awards for their sales performance and was the leading sales person in their company. A little more detail would make a huge difference. For example, these bullets make a much bigger impact:

  • Created and developed client relationships resulting in ## new customers totaling $$$K in sales.
  • Maintained excellent customer relationships, with ##% repeat business.
  • Negotiated a contract for $$ million with the CEO of a new account

These bullets require a little more data on the job seeker’s performance.  This extra information makes a huge impact, though.  Not only do they help the job seeker stand out by themselves, they provide the background that validates and reinforces the awards that the job seeker had listed. 

Objective: One More Challenge

We received a resume last week with an objective statement that is almost humorous, except that it will probably hurt the job seeker’s chance to find a job.  Here’s the objective:

To utilize my technical and management skills acquired over the last 36 years for one more challenge.

Now, this objective misses the mark on a few counts.  First, it’s completely general.  It says the job seeker wants a job – not much more. 

Second, it highlights the job seeker’s age.  Will this hurt the job seeker?  I don’t know.  Discriminating on the basis of age is illegal and wrong, so hopefully this won’t hurt this individual.  If it doesn’t hurt, it still won’t help.  Stating that the job seeker has 36 years of experience doesn’t add much value (especially since it doesn’t say what the experience is). 

Finally, it conveys that the job seeker does not intend to have a lengthy tenure in their next position.  Stating that they are looking for “one more challenge” leaves me with the impression that they are biding their time until retirement and intend to have a short tenure.  Finding, hiring and training new employees are expensive and time consuming activities.  You should not give the impression that you are not going to stick around long enough for a company to recoup their costs.  Another individual, regardless of age or background that conveys an image of stability and loyalty will have an edge over this individual. 

Now, picture a hiring manager that is looking at two to three hundred resumes for a position.  They only have a limited amount of time – maybe an hour or two.  So they need to screen several resumes every minute.  It’s likely that this individual will get screened out after reading just the objective statement.  There’s nothing that will cause the reader to want to read more and there is a big signal that they job seeker will not stick around long.  No matter how good the rest of the resume is (and it’s pretty good) there’s a good chance it won’t be read.

Hobbies on a Resume

I do not like to see personal information on a resume. I always wonder whether the job seeker ran out of professional information to put on their resume. Space is limited and anything you put on your resume is prioritized over everything else. So, family information, hobbies and volunteer work should not displace details that are directly related to the position you are seeking.

Now, having said that, here’s the last line of a resume I received:

Hobbies: Drag Racing, Camping, Dirt Bike Riding and Woodworking

If you’re thinking that I probably hate this – you’re wrong. This is one of the few situations where this is actually a positive on the resume – and it not because I like any of these hobbies.

The reason these hobbies are a good thing on the resume is because they relate very directly to the experience and goals of the job seeker. This individual has more than 20 years of experience with auto parts, auto repair and auto racing. Moreover, there objective is to work in an automotive repair service department.

With this background and objective, the Drag Racing and Dirt Bike experience become significant. The woodworking doesn’t hurt, but isn’t as significant.

Now, including Camping is a waste of space, but given that it’s only one word, I can live with it.

Worst Resume of the Week

I received a resume today that was so bad, I need write about it.  The resume is from a federal employee with more than 30 years in various supervisory and management positions within government.  The resume is almost a guide for what not to do.  Here are the basics:

  • 6 Pages – the resume is six pages long, written in paragraph form.  There’s no way I’m going to read all of this. 
  • 808 words – the first job listed has a description that covers one and half pages – a full 808 words.  This is longer than most resumes – I had to check this and pulled 10 other resumes at random and found they had an average of 668 words, with only four of them having more than 808 words. 
  • No accomplishments – I read the first page of the resume doesn’t have a single accomplishment on it (I stopped reading there). 
  • Acronyms – There are so many government acronyms in the resume, I honestly have no idea what this person did.
  • Hours per week – The job seeker listed for each job that it was a 40 hr/wk job and that the role was as a permanent employee.  This isn’t important information. 
  • Nine Digit Zip – The job seeker provided the full address for each position they held, along the nine digit zip code.  This is overkill.
  • Continuing Education – The job seeker lists EVERY class, seminar and lecture they have been to in their 30+ year career. Continuing education should be included on your resume.   But listing everything is overkill.  I really don’t need to know that this job seeker received one hour of EEO training in 1985, or two hours of safety training in 1976. 

Although I could continue giving examples of problems with this resume, the bottom line is that it fails.  Despite the overwhelming amount of detail, I don’t understand what this individual has done or what they are qualified for.  There is also nothing that indicates to me what this job seeker is seeking.  Without the answer to these questions, it’s impossible to make a connection to an opportunity.  I’m left with two options:  click delete or take a lot of time interviewing the job seeker to answer these questions.

Professional Development on Your Resume

Developmental Roles

One of the resumes I looked at today was from a very successful sales rep. This individual had a good track record over the last 10 years. They listed a number of examples of growing sales and exceeding expectations. Their background is impressive.

When I got to the bottom of their resume, it just stopped. The end of their resume (with names masked for confidentiality):

<Retail Sales Company> City, ST Mo/Year to Mo/Year
Management Trainee

Performed and managed operational functions with a high degree of autonomy and initiative.
Developed and executed innovative strategies to enhance service levels.

Education:

<School Name> University, City, ST Mo/Year
Bachelor of Arts

This resume misses two opportunities. First, during this individual’s career, they list no continuing education or professional development. According to their resume, their education stopped when they graduated.

Second, the two bullets for the Management Trainee position highlight autonomy and innovation, instead of successfully mastering the skills and techniques of the training program. I’m sure this firm taught a good regime of management, leadership and sales skills. Based on the career progression after this position, I’m confident that the job seeker got some benefit out of the position. And yet, the most noteworthy thing that they have to talk about is that they were “autonomous” in a training program.

A much better approach would be to detail the skills learned and the experience mastered during the training. This could go in the work experience section or in the education section. It really depends on which area needs to be strengthened.

Military Resumes: Assets Managed

One piece of information that I see on a lot of transitioning military officer resumes is the value of the assets that were managed. The numbers are usually very large but not necessarily impressive. Here’s an example from a JMO’s resume:

Coordinated unit readiness efforts including the maintenance of 22 vehicles and equipment valued in excess of $150 million.

While $150 million is a lot of money, the fact that the military spends a ton of money on high tech vehicles doesn’t mean a whole lot. If you were hiring this person, would it make a difference if they what equipment they were commanding? A vehicle replacing the Humvee, the MRAP (Mine Resistant Ambush Protected vehicle), costs $528,000. An M1A1 Tank have a replacement cost of $4.3 million. Back in 1996, we were spending $18 million on each Apache Helicopter.

The dollars do reflect the complexity of the equipment, but what’s important is the scope of responsibility.  That is dictated more by the number of vehicles and the number of people commanded. If you were assessing experience, who would be more impressive, someone that had command over one Apache, four M1A1 tanks or 34 MRAPs? The dollars are the same, but the responsibility isn’t.

Another reason that equipment value shouldn’t be on a resume is that it is very rare on civilian resumes. Having it on your resume if you are transitioning from the military just sets you apart – but not in a good way.

Bottom Line: The dollar value of military equipment is a minor detail. There are a lot of other details of your experience and accomplishments that are more important and should be on your resume instead of the dollars.

Company Address

One of the resumes I read today listed the full address of each employer. This isn’t common, but I have seen it a number of times. Job seekers going overboard in the level of detail they are providing. Here’s the format the job seeker used:

Company Name: 123 Main Street, City, ST 12345-6789 Telephone: (123) 456-7890
Start Date to End Date Job Title

Not only did the job seeker provide the address and phone, they listed the full nine digit zip code. I couldn’t tell you my four digit zip code extension and am not interested in knowing yours from every job you have held.

It is important to include the location of each position you have held. This helps tell the story of your career. The detail, though, can be limited to the city and state (or just the country for some overseas positions).

There are two main problems from providing too much detail. First, it takes up space that you could use for more important information. Second, it obscures what’s important. The job title is the last thing listed. This made it more difficult to find. Now, it wasn’t a terrible chore to find – it may have taken an extra second or two on each position. Unfortunately, your resume might only get a 15-30 second look from a hiring manager before they decide to keep it or toss it. With five positions, do you want to waste 5-10 seconds of that time having the reader look for you job titles? That could be as much as a third of the time your resume gets.

Bottom line: Make sure you provide the important information and leave out unimportant details, and make sure the important stuff is easy to find.

The Laundry List

At the top of a resume I received recently was a laundry list of “Areas of Expertise”:

Areas of Expertise

  • Operations / Manufacturing
  • P&L Responsibility
  • Business Plans / Operating Budgets
  • Business Development
  • Bid Estimates / Contract Negotiation
  • Continuous Improvement
  • Six Sigma Methodologies
  • Consolidation / Organization Development
  • Supply Chain / Purchasing
  • Market Research
  • Product Development
  • Outsourcing / Reverse Sourcing

This is something I see a lot. Job seekers listing keywords that they think will get attention. The problem is that it doesn’t set you apart. There is nothing here that says that the job seeker is good at at any of these.

Now, I’m a proponent of having a skills section that is a laundry list of keywords – so why is this bad?

The target audience for the skills section is a computer – specifically the database system your resume may have to get through with a lot of large companies. These databases look for keywords, so you better have them.

The problem with this resume is that they keyword list was at the top. The top of the first page of your resume is the most valuable real estate – far too important to waste on a keyword list.

Accomplishment Examples

I pulled four accomplishments from resumes I’ve received recently.

Example 1:  Director of Real Estate Acquisitions

Research and negotiate real estate acquisitions totaling approximately $#M per year.

This accomplishment clear, concise and specific. The role of the job seeker is also clear. What’s missing is something that quantifies whether this is figure is good. Did the job seeker meet expectations? Including the number of deals completed would help. It would also be good

Example 2:  Facilities/Engineering Manager

Champion use of Six Sigma/Lean tools to develop and implement strategic initiatives relative to managing facility construction and maintenance, capacity utilization.

Six Sigma and Lean are two skills that receive a lot of attention and are in demand. Implemented properly, they can have a huge impact on a company. A lot of job seekers try to work them into their resume, whether they are skilled are not.

In this accomplishment, the job seeker is saying they are a champion for using six sigma and lean tools. They do not say anything about whether they were successful in driving change or if the results of the change were significant.

Remember that many hiring mangers are going to be skeptical of anything you claim. Is this job seeker a six sigma expert? The education section of the resume lists training in six sigma, but no details of what the training was, and no listing of certifications. Did the job seeker sit through a 60 minute class on the basics of six sigma or spend weeks in classes? There were no specific projects listed that were completed, so the a hiring manager will probably assume the job seeker does not have much skill is this area.

Example 3:  Director Supply Chain

Exceeded all objectives for the fiscal year, including average AP days and freight as a percent of sales.

This accomplishment is clear and concise. The role is assumed from the title and the benefit to the company is also assumed. It isn’t very specific and it doesn’t say anything about how the job seeker achieved these results. Despite this, it actually a pretty good accomplishment. It shows the job seeker was successful in each area they were accountable for. A little more detail would improve it. The main thing this accomplishment will do is to prompt questions in an interview. In particular, what were the objectives and metrics that the job seeker was measured on and how did they achieve the results.

Example 4:  Division President

Increased company revenues from $#.# million in 200# to $##.# million in 200# by opening new locations, rebuilding sales teams, and improving operations; grew from ## locations to ## locations.

This is a good example of an accomplishment. The accomplishment is clear and concise. The result is specific, along with the time frame to achieve it. The method to achieve the result is also clear. As an added clarification, the job seeker included the number of locations at the start and end. Although I left out the figures, they clearly showed a significant increase in the number of locations and a growth in revenues per location (locations doubled and revenues quadrupled). This is the type of accomplishment that make me want to learn more about how this individual accomplished this.

 

A Resume Without Substance

I recently assessed a job seeker that had provided a resume that told very little. Fortunately, we had been referred to this individual and knew they were talented. Otherwise, their resume would probably have been discarded. The reason: there’s nothing in the resume that sells the job seekers.

Here’s the background of the candidate: 10 years experience in a field with very good job stability and a good progression of promotions. Bachelor’s degree and MBA. The candidate is in a competitive field and has a great track record of success.

That’s what we know from the interview and references we did. The resume tells a different story – or rather, it doesn’t tell the story at all.

The resume is one page. The top quarter of the page has the job seekers name, contact information and the objective statement. The objective statement doesn’t give an objective. Here’s how it reads:

Objective: A position that will utilize the accumulated skills and business expertise that has been gained from my experience as a <job title>.

Now, I have to assume the candidate would be interested in the same job they have been doing, at a similar company, in a similar industry. If they want anything different from what they are doing know, there’s nothing to tell me this.

Next is the Work Experience section. The job seeker has less than 10 bullets covering all the jobs they have held. Of these, all but the last is a basic responsibility. In fact, the first bullet under their current job says essentially:

Responsible for day-to-day operations of my department.

Now the actual bullet is more detailed regarding the actual responsibilities, but this is an accurate rewording of the meaning.

Now, how excited would you be to hire someone that describe their work history as “I was responsible for doing my job?” Although including responsibilities is important, there has to be more in a resume.

The job seeker had their only accomplishment as the last bullet of the work experience section, and this bullet was very weak, saying only that they have met their goals in one position. The natural question a hiring manager would ask is:

Have you done anything successfully in the last 10 years.

If you knew the candidate, you would answer with a resounding yes. If you only saw the resume, you would answer absolutely not.

Bottom Line: This job seeker failed to present their pattern of success or their potential for growth. Their resume will slow or stop their job search before they get an chance to interview. The first steps to fixing this are to add specific accomplishments and improve their objective statement (or remove it).