A resume says "exceeded quota". A recruiter wants the number, and wants to know that someone who was there will confirm it.
Start with the numbers for every role
For each role you want a recruiter to see, write down:
- Revenue you generated.
- Quota attainment as a percentage.
- Average deal size and the range from low to high.
- Sales cycle, the average and the range.
- Segment: SMB, mid-market or enterprise.
- Territory.
- New versus existing business and outbound versus inbound pipeline.
- The industries you sold into.
These are the numbers hiring managers compare between candidates. A number you cannot state is a gap they notice.
Get someone who was there to confirm them
A number is stronger with a person behind it. Ask a client, a colleague or the manager from that role. On TrackRec each person gets one email and one click, and your record shows as verified by them. Nothing is required to start, and a record with one confirmation reads differently from one with none.
Keep them in one place
TrackRec, the career platform for salespeople in the US and Canada, turns each role into a verified track record. Barney, TrackRec's AI, asks twelve questions per role, about ninety seconds, and records revenue, quota attainment, deal size, sales cycle, segment and territory. You choose who can see it: only you, anyone who signs in, or anyone with the link.
Say it in three lines
When you write to a hiring manager, give three bullet points that say exactly why you fit the role, each with a number. For example: mid-market deals around $50K, a 4 month cycle and 110% of quota. Add the link to your record so they can check it.
The same approach works from the other side: see How do I land my next Sales role? for how to find the two or three people who can hire you.
Happy hunting.
