Pete Tumminelli

There are some great achievements you can (and should) put on a resume. Here are a few that are not so great, and show up all too often on resumes:

Winner of the 2020 trip to ARUBA

“I had to pay for the whole thing myself and they deducted it from my pay. But I still got it!”

Mentor to New Hires

“That’s great.  How many have you mentored this past year?”

“Eight.”

“Wow, why so many?”

“Everybody keeps quitting”

Chosen by RSM to Give Presentation at National Sales Meeting

That’s because everyone else said no, and he said, “You’ll do it – Or else.”

Awarded Breakfast with the Company CEO

“She had a Spinach Florentine Omelet.  I had Cap’n Crunch.” 

“And I paid for both.”

Member of the President’s Advisory Council

Along with the other 240 employees who put the same thing on their resume

Member of Region of the Year

Even though I finished dead last in the Regional Sales Force Rankings and am still working my way out of probation.

Years ago, on “All In the Family, ” Edith Bunker went to her high school reunion. A friend asked, “So Edith, what have you been doing all these years?” So Edith responded, “Well, in 1942 I worked as a cashier at Ferguson’s Market. I bagged more groceries than anyone else. Then in 1943, I tripped over a shopping cart, so I ended up baking pies in my kitchen. In 1944, I sharpened pencils in a drugstore for my friend Cybil Goolee. And in 1945……”

The scene cut away to husband Archie who was at the buffet table, and then back to Edith a minute later where she continued: “And that takes care of 1953. Now in 1954…” Her classmate, shell shocked, excused himself and went for a stiff drink.

There is no need to recount EVERY SINGLE YEAR on your resume. Managers do not care that you were the “Q1 Rep of the Quarter in 2014.” They do not care that you won the “Go For It” contest in August of 2013. They don’t care that you were voted the “Best Dressed Rep at the 2017 Awards Banquet, or that you made quota in 2018 for April, May or June. They care about big picture accomplishments that demonstrate a consistent pattern of success over the life of your employment with each company. They don’t have time to read about every single time you received a pat on the back by your CEO. Remember- hiring managers just want an overview of your job history- what your skill sets are, where you have been, what your job description is /was, and what you have ACCOMPLISHED. Unnecessary minutiae may compel the manager to put the resume aside, and listing Year over Year accounts is one way of losing the reader’s interest.

Keep it tight, keep it clean, and tell your story succinctly.

If you need help crafting a resume that will get you noticed- please give us a call.

Last month, a candidate of mine interviewed with one of the “Premier” medical companies in the world. First step was a “personality profile.” The second was a “screening interview” with the “HR Generalist” who asked the most ridiculous questions you can imagine, like: (What do you normally eat for dinner?”). The third and fourth interviews were phone screens with the DSM. After that, the candidate was “awarded” a face to face with the DSM. The fifth interview was a meeting with the RSM. For the sixth interview, my candidate had to prepare a Power Point presentation on how he would sell the company product. He did well. Now, he was two months into the process. The seventh (and final) interview was again with the DSM. When the candidate closed and asked for the job, the DSM said, “Well, we are not sure yet.” My 6’6″ candidate stood up and said to the DSM, “If you don’t offer me this job right now, I’m going to throw you through that plate glass window!” P.S. He did not get the offer.

Bottom line: Your time and your self respect is invaluable. Don’t waste it on big companies, and maintain your dignity.

Recently, a candidate of mine went through an arduous, four step process in trying to land a medical sales job. She had two phone interviews and a Zoom interview with the Regional Sales Manager. This took three hours of her time. Thankfully, she made it to a final interview which consisted of a meeting with the Regional Manager ( who already interviewed her three times) and the Western VP. During this final interview, both managers pummeled her with questions regarding her career moves ( appropriate), and questions about her upbringing ( totally inappropriate). They brought up a deceased relative which moved my candidate to tears. This interview lasted two hours. Now, five hours into the interview process, they told her that she “lacked the emotional makeup for the position.” Furious, she said, “You know what? You are right. I would not work for you even if you offered me this damned position.” And she left. Good for her.

Interviews are a two- way street. Just as the hiring managers are interviewing you, you are interviewing them, and you should demand the respect that every individual deserves. If the interviewer is going to demean you during the interview, imagine what they will do while you are working for them. An interview is a picture window into their style of management. Interviews are not life or death. If you are being insulted or demeaned, kindly close your folder, look at the interviewer in the eye, smile broadly, and tell them that you have better options on the table. Leave with dignity!

P.S. I have immediately dropped this company as a client, and my candidate happily accepted another position two days later!

There’s no denying how COVID has affected our everyday walk in life, but one thing is for certain: at some point, we are going to recover and get back to some sense of normalcy. So what does that mean for the medical sales world? Well, I admit that I am a “glass is half full” kind of guy, and I say that the 2021 hiring season will be exceptionally strong. Our group has been in contact with many companies (especially in the startup world) whose management team is gearing up for a strong rebound. There are simply too many companies that rely on face to face interaction between sales representatives and clinicians, ( rather than Zoom) and many Venture Capital groups who have invested heavily in new technologies are looking for a quick return. Based on our volume of search assignments, I can say that this is true.

Having said this, I will contend that if you are thinking of “turning it in” for the rest of the year, you are making a major mistake. Companies are gearing up for 2021, and they are starting to interview NOW! Going all out in your job search now is a major advantage because your competition is going to diminish. People are either giving up or just want to relax and enjoy the Holidays. You should be sending your resume to at least five sources per day: Search Firms, ( hopefully us), Regional Sales Managers, good job boards, CEOS of startups, and Venture Capitalists themselves. Five a day equals 25 per week which equals 100 a month. By doing so, you have increased your chances significantly!

Some other things to consider: companies in a recession ( or a pandemic) are looking for revenue generators to get them out of the doldrums, so you need to illustrate your successes on your resume (Not contest wins!). You need to present meaningful, eye popping accomplishments. And when you interview- display a positive attitude. Decision makers LOVE to hire people who can handle adversity with a positive outlook!

We have the resources and industry experience to help you create a resume that is teeming with accomplishments, and we offer a service that can assist you in preparing for an interview. Please do not hesitate to call us. Above all, stay positive, stay energized, and keep loving your family and friends!

In the past few weeks, I have been asked on numerous occasions if our job assignments are on hold. Some of them are, but a great majority are still in process, and most companies are now conducting interviews via teleconferencing. This may be the ‘new normal” over the next few months, but it has been a recent trend in interviewing over the past few years. Many people have never experienced this type of interview setup so it is important for one to familiarize himself or herself as to the process. Here are some tips on how to properly prepare:

1.) Familiarize yourself with your equipment

Make sure that you know how your system works, and conduct a trial run with a neighbor or friend to iron out any bugs and to practice your delivery. Make sure that you have a system that has a camera mounted on your monitor if possible. (More on that in a minute)

2.) Choose the proper setting

Your bedroom, garage, or kitchen is not the appropriate place for an interview. Pick an office setting if possible with good lighting and an appropriate background- shelving, books, pictures, etc. Do NOT have a background with all of your sales awards and plaques- tacky! And try to be isolated from outside noise like a cafe’ ( if any are open). If you have children in your home, try to arrange a babysitter for the hour that you will be interviewing.

3.) Wear a suit or relevant business attire

This is an interview, not a social call! Dress as you would if you were actually sitting down with the manager.

During the Interview:

1.) Look at the camera, not the monitor

If you look at the monitor and not the camera, your interviewer will be seeing you looking away. Most systems have cameras mounted on their computer, but make sure! Do a trial run.

2.) Please try not to show your brag book

That can wait until later. Maintain a good dialogue, answer the questions. build a solid rapport with your prospective manager

3.) Speak up

Some settings sound “tinney” Again make sure that you are in a setting with no background noise nor echos.

4.) Remember the message you are trying to convey, and not the setting you are in

Yes it is awkward, yes it is different, but concentrate on why you are right for the position, ask good questions, answer questions, qualify, and close! In other words, interview!

5.) Smile

Hiring managers love to hire people who are upbeat, positive, and ones who can handle adversity. Yes, this is adversity. Some people will use this as an excuse, others will make the best of it- and shine! You will get through this!

Remember to send a thank you note, and follow up with your recruiter! We are here to help you as you navigate through this uncertain period. If we can help you in any way, please do not hesitate to call us. Set your goals high and keep plugging away!