2012年5月2日 星期三

改寫前改寫後2:如何增加你resume的response rate

寫得差的resume是導致你沒有面試通知的絆腳石。你不停網上申請,一日發了幾十個電郵,全香港的招聘網站一一試過:JobsDB,CareerTimes,Monster,eFinancial Career,就是沒有人打電話通知你面試。偶然有一個面試電話,原來又是打來叫你去做那種純cold call的保險推銷工作,稍為好一點的工都無你分,真是令人十分沮喪!

同一時間,其他的candidates卻在家忙過不停地聽電話,忙於處理不同的面試通知,太多公司通知面試太少時間去準備!

其實如果你在寫resume的時候下多一點功夫,你也可以成為那些忙得不可交加的『其他candidates』。我再說一次:獵頭和recruiters沒有時間去大改你的resume。寫一份完美吸引人的resume,是你的責任(如果你是找人代寫,就是你resume writer的責任)。今天我們看看一份sales & marketing manager resume sample,是怎樣去寫:



改寫前:

District Sales Manager, Alpha Trucks

  • Company is one of the leaders in manufacturing and distribution of commercial trucks with 200 employees and $20 million in sales. Reporting directly to the Vice President, managed an established distributor network within the country that was underdeveloped and exhibiting a downward sales trend. Took region from 204 distributors to 300 distributors in 12 months.
  • Analyzed current and past sales methods and performance with distributor sales management personnel, developing new strategies to focus on user account development.
  • Developed intense presentation for distributors in weak areas on product profiles, costs and where the competition was strong. Introduced company and products to dormant accounts, generating new business in weak marketing areas.
  • Continued to build relationships with Home Depot, Lowe's Home Improvement Centers and United Parcel Service.


改寫後:


 District Sales Manager, Alpha Trucks
  • Personally closed over $1.2 million in sales in the past 12 months for Alpha Logistics - exceeding sales target 6 quarters in a row. 
  • Successfully enlarged the distribution network from 204 distributors to 300 (47% increase) within 12 months.
  • Demonstrated success in all aspects of business development: making sales calls, hosting distributor education workshops, in-person presentations, email marketing and event marketing.
  • Conducted regular strategic reviews to identify areas for further development - identified $2.2 millions in potential revenue.
  • Revitalized dormant accounts and generated $280,000 in extra revenue.
  • Enhanced the company's competitive advantage by proactively working with key clients including Home Depot, Lowe's Home Improvement Centers and United Parcel Service.

其實改寫前的resume也不是太差,至少英文是流暢的。只是,如果用這第一份resume去申請,是不會得到面試機會的

改寫前的resume,好像寫了很多東西,其實它缺乏了靈魂:它沒有提到recruiter和顧主最想看的東西,就是『我為這間公司帶來了甚麼供獻?』

顧主和recruiters考慮是否給予求職者一個面試機會,最重要的是看他過去在類似的工作上有沒有過成功的經驗,而這一點一定是由resume上反映出來。改寫前的resume sample,有提到這是一間規模不是太小的公司(“Company is one of the leaders in manufacturing and distribution of commercial trucks with 200 employees and $20 million in sales”),但很致命地,對於求職者自己在搵生意的供獻,完全沒有提到。顧主和recruiters想認識『你』,遠遠多於你的舊公司——她們招聘的是人,不是公司。看到這樣的一個開頭,recruiter一定會想:『那又怎樣?他告訴了我他公司的規模有二百人,但這和為什麼我們要請他有甚麼關系?』

所以,如果你要引起她們的注意,你一定要清清楚楚地說明,你對公司供獻的規模,不是你團隊的供獻,不是你公司的大小,是你個人的供獻 ("Personally closed over $1.2 million in sales in the past 12 months for Alpha Logistics - exceeding sales target 6 quarters in a row.")。

改寫後的resume sample,把重點放在個人的成就,而不是不停地記述工作的內容,它清楚地告訴了顧主:我已經做過甚麼,我現在可以為你做甚麼。

看到新的resume,recruiter會想:

『This guy looks really interesting,等我看看他甚麼時候可以上來面試。』