"You Call Yourself A Salesman, You Son of a B****?"
A classic line from the 1992 cult drama classic, Glengarry Glen Ross, brilliantly delivered by Alec Baldwin’s character, a “motivational” sales leader.
Now Prove It. I see hundreds of salespeople’s resumes in any given month. What amazes me is that most salespeople have no idea how to write one. Your resume is simply the backside of your baseball card. It should only highlight the most important statistics of your career and that’s what employers care about.
You get the picture; cut all the fat out and stick to the numbers. With the wide-range of available candidates in the market, you need to standout and the only way to do it is to show revenues generated by you. A salesperson is only as good as their recent successes. Salespeople are not hired anymore based on experience and personality; it’s all about the numbers, recent numbers.
Many experts have said that employers will look at a resume anywhere from 15-25 seconds before deciding to move on or move forward. If your career must be summed up in less than 30 seconds, then you MUST draw the employer’s eyes directly to your numbers.
Here’s how to do it:
After your ‘Summary of Experience’ or ‘Career Snapshot’, you should list each year in a column with the Quota, your Performance and the Percentage above (or below) the quota and Company Ranking if applicable. Any solid, tenured, successful salesperson knows these numbers off the top of their head and can spew them off at any given moment.
Even if you are happily employed and making good money, you should always have an up-to-date resume illustrating your most recent successes. It’s a smart plan each year to take 10 minutes to document your accomplishments for that year. This is not Major League Baseball where someone does this for you. It’s up to you to keep track or no one else will.