It’s a quintessential resume and LinkedIn dilemma that is common in the world of medical sales. Recognizing that the saying “numbers speak louder than words” applies, many of my clients come to me rich with CRM stats, but struggling to put their ranks and revenues into context.
3 Questions to Get You Thinking
Struggling with where to start? Ask yourself these 3 questions:
- What was the challenge presented before you when you were first hired to each role?
- What strategy did you create and implement to address the challenge?
- What was the result?
To properly quantify your medical sales achievements, weave your stats into these responses. Be sure it is the first thing the reader sees when reading about your work in your resume and on your LinkedIn profile.
Uncovering Your Bottom-Line Impact
#1 Financial Savings
When it comes to sales leadership, reducing expenses and saving money is often as important to many readers as bringing money into the pipeline.
If you reviewed your sales budget and eliminated T&E waste, identified discrepancies or reworked a process so that less money was spent, quantify the amounts in terms of percentage or exact dollar amounts saved.
#2 Time Savings
Time savings and increased time efficiency are huge value-adds. Did you lead an overhaul of operational processes that reduced a task’s time from weekend and days to hours? Did you implement a system that automated previously manual processes?
Calculate the savings and include it!
#3 Increased Satisfaction
How is your medical sales team/territory/region viewed by customers? How many clients have you retained? How does this compare to years prior?
If relationships with physicians or institution gatekeepers have improved, ask yourself how you can prove this. Your response will quantify satisfaction.
#4 Have My Company’s Circumstances Improved?
Measuring the impact of your individual contribution to a company, especially for those that work at large corporations, can be tough.
Examine your company’s revenue, stock market value, employee growth and/or market share trajectory during your tenure. See if your company survived where the competition didn’t, or if your company’s stature increased in any way.
By noting you were part of a team that contributed to any achievement of this nature shows the reader you understand the big picture — and you’re a part (however small) in it.
Quantifying Turnarounds and Revitalizations
Many of my clients come to me after a role fixing what can only be described as a hot mess. Usually, it’s a territory in decline, a team that is underperforming or high customer-attrition levels.
In situations like this, the achievement often cannot be described in terms of top-ranks or President’s Club awards based on huge profitability numbers, but rather must show that a previously untenable situation has been reversed. In other words, the hemorrhaging has stopped!
Connect the Dots by Spelling Out Your Value
Sales figures and statistics, framed within the context of a unique strategy yielding success, will ensure the reader connects the dots – answering for them the pain or issues you solved in the past and can solve for them in the future!
– By Virginia Franco, NCRW, CPRW, the founder and chief writer at Virginia Franco Resumes, offering customized executive resume and LinkedIn profile writing services for the 21st-century job seeker.
VAFrancoResumes@gmail.com | http://www.virginiafrancoresumes.com | Call/text 704-771-8572