Getting Started: Questions to Ask Yourself Before Writing

Chances are your résumé has not been updated since you obtained your last sales position and it is lying somewhere in an electronic file, on a diskette, CDROM or hard drive. These days, savvy job-seekers update their résumé on an ongoing basis, particularly when they’ve landed significant new business/market share, taken on new responsibilities or been promoted.

It is very important that under the Professional Experience section of your résumé you showcase a track record of sales achievements or progressively increased responsibilities. Under each employer/position, a brief paragraph highlighting your responsibilities (think territory, budget, supervisory responsibilities, achievements, etc.) needs to be developed. This paragraph is then followed by a bulleted list of quantifiable and meaningful achievements that outline how you achieved results, saved your employer money, created efficiencies, developed new business and created value for customers.

Having difficulty putting your accomplishments in words? Don’t stress. Ask yourself the following questions and write down whatever comes to mind. Don’t worry about getting the “right” words down to describe your accomplishments. Focus on the accomplishment. The words will come later.

• How did your performance rank when compared to that of your peers?
• What were your annual sales figures (state in dollar amount or percentage increases)?
• What was the sales volume at the time you took over the sales territory and what was it when you left?
• Were you rewarded with a new territory or new customers because of your performance?
• Did you meet or exceed your sales quotas or other sales expectations?
• How did you create value for established accounts and increase profitability?
• Were you recognized by your employer, customers, professional or industry association in any way (e.g. Salesperson of the Year, Top Dealer Representative etc.)?
• Did you win any sales contests, awards or advance in your professional association?
• Did you serve on any internal or external committees or participate in a special project?
• Did your company face any challenges (e.g. increased competition, retooling, supplier shortages, industry downturns) that required you and your colleagues to change tactics/strategies and have to increase sales? How did you or your colleagues overcome these obstacles?
• Were you involved in developing new products or launching them into the marketplace?
• Were you selected to mentor another, more junior sales rep or teach other salespeople how to improve their performance? Did you establish a sales training program or were you asked to lead sales meetings?
• Did you negotiate with vendors, customers or suppliers to secure favourable pricing or increased profitability?

©Sales Resource Centre, Canadian Professional Sales Association, 2005.