Submitted by DaveOB on
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BLUF: Should I list each year's quota attainment as an accomplishment?
As a sales rep, my main responsibility is to meet or exceed my company's quotas. In the past 9 years, I have always exceeded 100% of quota, my worst year being 100.2%. So should I go year by year detailing the exact attainment rates or make a more generalized statement regarding my performance. Also, if it should be year by year, I could use some suggestions on wording so that each line is slightly different. The challenge is that I used the same basic formula each year to attain those results with some adjustments along the way. Thanks for the help.
Too much detail, consolidate
Here's my take from reading friends' and others resumes: consolidate for space reasons. Sell the benefits not the features: progression, capability.
Inventing an example for 2005-present: "Beat increasing sales quotas nine consecutive years -- first 150% of $200k, worst 100.2% of $350k in 2007, currently tracking 120%+ of $1750k." The guy reading it, knowing how bad it was in 2007, will know you're worth talking to: you made a bigger quota in your worst year while other good folks were going down in flames on reduced quotas; and you're beating quotas doubling every two years or so. (Probably each year's result plus quite a bit became the next quota and you really stepped up each time.) Short, sweet, practically closes by itself.
-- Joseph (DiSC: 4247)
Thanks for the advice
Thanks for the advice Joseph. I can see where consolidating the results make sense. I am in the pharmaceutical industry where our market share quotas fluctuate due to market events and new generics coming to market. So I need to think through how to succinctly quantify selling less from a dollar perspective vs the previous year, yet exceeding the company's expectations. What are your thoughts around that?