THE TRUTH ABOUT ATS SYSTEMS
Why Your Resume Needs to Win Over Both Robots and Humans
Because getting ghosted by an algorithm is so last year.
Here’s a confession from the hiring trenches: Most job seekers think Applicant Tracking Systems (ATS) are these cold, ultra-sophisticated gatekeepers that automatically decide their fate.
The Truth?
In many companies, especially small to mid-sized ones (where some of the best sales roles live), your resume isn’t getting judged by a robot overlord at all.
Here’s what’s actually happening:
The Reality of Resume Screening.
What candidates think happens:
Upload your resume into a high-tech ATS
AI scans for keywords
Only the “optimized” survive
What actually happens (in most real-world cases):
Hiring manager downloads all resumes into a folder
Spends 6-10 seconds scanning each one with their actual eyeballs
Decides in those few seconds if you’re worth a second look.
That’s why your resume needs to be human-first, ATS aware - in that order.
The Sales Professional’s Resume Framework.
After reviewing hundreds of sales resume’s here’s the structure that consistently catches attention - from both hiring managers and application tracking systems.
1. The Power Summary (Ditch the Objective Statement)
Forget “Looking for a challenging position where I can grow….” Yawn
Instead, open with a 3-4 punch line that clearly states:
Your sales specialty or niche
Years of experience
1-2 impressive, quantifiable achievements
The type of role you want next
Example
Result-driven B2B Software Sales Professional with 5+ eyears closing enterprise deals averaging $150k+. Consistently exceeded quotas by 25% while maintaining 95% client retention. Seeking senior account executive role in the SaaS/technology sector
2. Achievement-Based Experience (Not Duties)
Duties tell them what you are supposed to do. Achievements tell them what you actually did.
Formula:
ACTION VERB + SECIFIC RESULT + CONTEXT/METHOD
Old: Responsible for managing client accounts
Instead: “managed 45+ enterprise accounts generating $2.3m annual revenue through consultative selling and strategic account planning”
3. The Numbers That Matter.
For sales pros, numbers are your proof. Use:
Quota attainment %
Revenue generated or managed
Deal size averages and highs
Client retention rates
Team Rankings
awards & recognition
4. Skills Section Strategy.
Two mini-lists work best:
Technical Skills: CRM Platforms, sales tools, industry software
Core Competencies: Negotiation, relationship building, and territory planning.
The Template That Works
Header: Name | Phone | Email | LinkedIn | City, State | Professional title.
Summary : 3-4 lines, 1-2 key metrics, target role/industry
Core Competencies: 6-8 skills, mix of technical & soft skills
Professional Experience
Company | Title | Dates
2-3 line company description (if needed)
4-6 achievement bullets per role.
Education & Certifications
Optional Sections for award, Languages, and Associations.
The Human Touch
Even if a robot reads it first, a person makes the final decision. Add subtle personality:
Your Sales Style (“Consultative”, “Relationship-driven”
A Challenge you overcame
a Clear career trajectory.
Common Resume Killers
Generic content - same resume for every role
Duty-focused language - Responsible for…. Snooze
No Context for numbers - increased sales 150% (…. from what?)
Irrelevant job history, especially from decades ago.
Formatting chaos - inconsistent fonts, messy spacing.
Don’t forget LinkedIn.
Your resume is the trailer. our Linkedin profile is the full feature film. Use it to:
Add personality and backstory
Share content and insights
Show recommendations and endorsements
Bottom Line
The best resume isn’t just ATS-friendly - it’s human-friendly. Focus on clarity, relevance, and results, and make it ridiculously easy for someone scanning for 8 seconds to say “Yes, let’s interview them.”