Virginia Franco
Hiring managers want sales candidates whose resume shows a strong track record of success. While one can only hope for a career rich in exceeding goals, top ranks and awards, the reality is that sometimes quantifiable results are lackluster for reasons beyond your control.
Weigh your success and explain it against the backdrop of these three bottom line truths to transform your inconsistent stats into a tale of success:
#1 BOTTOM LINE: SOME TERRITORIES ARE EASIER TO SUCCEED IN THAN OTHERS.
Explain in the resume the state of your sales territory upon arrival. Was it bottom-ranked? Newly formed? Recently reorganized?
New hires often face a “Wild West” atmosphere or face an underperforming territory from the get-go. In these cases, the true story of success comes from territory turnaround and transforming chaos into order.
The state of a territory upon arrival coupled with the results of your territory to-date will provide the reader with a scope from which to judge success.
#2 BOTTOM LINE: ALL PRODUCTS ARE NOT CREATED EQUAL.
Some products are perfectly priced, others solve a unique problem and are an immediate hit. Still others hit bumps along the way or were introduced and met with a lukewarm response.
If your lack of standout numbers stems from product line obstacles, explain this and outline any incremental sales results.
Just like explaining your territory, the story of product sales success is best judged when the reader can compare where you started against where you ended.
#3 BOTTOM LINE: SOMETIMES THE COMPETITION IS BETTER.
To gain traction when faced with steep, strong and often better competition, a savvy sales professional must rely on his/her ability to forge and sustain relationships and make compelling cases.
If the competition’s natural advantage curtailed your sales success, be sure to explain your limited success given these steep obstacles.
Similar to explaining the background behind your product(s) and sales territory – the tale of success is gleaned from understanding incremental medical sales success given the circumstances.
Numbers Always Tell a Tale
Stats and numbers always tell a story. The trick lies in showing the reader where you started, how you landed and how your sales strategy led to success.
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