Within the last few days a gentleman asked me for an abbreviated version of my resume. (This was required for a seminar I’m giving across the pond in the near future.) What this person really wanted was a document summarizing accomplishments, i.e. track record. What he did not say was leave out the mundane, which I did.
As I was putting this together I realized that the task would have been easier had I recorded key facts and figures during the last 37 years. I mean, it wasn’t like I came up empty or anything like that. I remembered enough of the sales increases, number of people I hired, the percentage of increases (generally) and other assorted achievements of note.
So, if your career in sales is starting out or if you have a few years under your belt start documenting the following:
- What was your sales increase in dollars and percentage from one year to the next?
- What major accounts did you convert and what was the increase in dollars and percentage?
- If you converted a major account how did you do it?
- Where did you rank in terms of percentage increase with other salespeople in the company or region?
- What awards did you earn for performance?
- At the end of your tenure with a company by how much did you grow your territory?
- How fast did you grow new product offerings vs. other salespeople in the company?
- How many new accounts did you open up in your territory?
- How did you open these new accounts?
- What was your closing ratio?
- What were the top methods you used for prospecting and how many appointments did those methods provide?
- On average how much did you grow business in existing accounts?
No doubt there are more. The point is, don’t wait to document your performance.