How to craft your resume to help you bag your next big Sales role

Setting long-term goals and establishing a career strategy may seem like daunting tasks, but they are essential for guiding your professional journey and achieving long-term success. In a world where short-term gains often take precedence, having a strategic framework is crucial to drive the necessary actions and tactics that lead to your desired outcomes.

In an episode of The Sales Syndicate Podcast, we explored the importance of setting long-term goals, articulating them effectively, and embracing traits like resilience and consistency. Featuring Jamie Pagan, Marketing Director at Selligence, and Gareth Webb, Founder at OutScout, we delve into the key aspects of building a robust career in the tech industry and crafting a successful resume that highlights your achievements.

In this article:

1. Building a robust career in the tech industry
2. Establishing a career strategy using long-term goals
3. Five key aspects of a successful resume
4. The value of role longevity in showcasing resilience and consistency
5. The importance of demonstrable success in sales
6. Recognising business impact beyond financial metrics
7. The importance of self-investment and personal development

Establishing a career strategy using long-term goals

Many individuals are apprehensive about setting long-term goals, seeing them as insurmountable obstacles to climb. However, without a longer-term vision, individuals tend to focus solely on short-term gains, lacking a strategic framework to guide their career path. Establishing a career strategy is essential as it drives the execution of tactics necessary to reach long-term goals. This can include activities such as upskilling, seeking mentors, or improving time management skills.

During the interview process, being able to effectively convey one's goals and ambitions is crucial. Webb and Pagan emphasise the significance of showcasing how these goals align with the company's mission and how the individual plans to actively work towards them. By demonstrating a clear sense of purpose and direction, candidates can highlight their commitment to personal growth and their potential value to the organisation.

Successful individuals are often goal-orientated and unafraid to share their goals with others. By openly discussing their aspirations, they not only hold themselves accountable but also invite support, guidance, and potential collaborations from others who may be able to assist them in their journey. This willingness to articulate goals showcases a proactive mindset and a determination to actively work towards personal and professional achievements.

Additionally, don’t underestimate the significance of grit, durability, and a non-jumpy mindset for long-term success in a career. These traits reflect an individual's ability to persevere through challenges, bounce back from setbacks, and maintain focus on their goals even during difficult times. Employers value these qualities, as they indicate an individual's capacity to navigate and thrive in a dynamic and ever-changing work environment.

Building a robust career in the tech industry

One crucial aspect is having a clear career trajectory that demonstrates growth and advancement in roles and responsibilities. Employers value candidates who exhibit a non-jumpy career history, indicating stability and commitment. Minimising job hopping and showcasing a consistent progression can help instil confidence in hiring managers.

Highlighting impact and quantifiable results is paramount in demonstrating success and value in previous roles. Employers seek candidates who can manage people, metrics, and stakeholders effectively, showcasing their ability to navigate challenges and work collaboratively. Webb notes that candidates who have thrived in start-up environments with minimal resources highlight their versatility and adaptability, making them highly desirable.

Building a well-rounded image involves showcasing involvement in extracurricular activities and community initiatives. This demonstrates not only professional skills but also a personable nature and a commitment to making a positive impact beyond the workplace.

While logos of reputable businesses can be advantageous, it's not solely about working for big companies like Google or Amazon. Adaptability and versatility are highly valued attributes, indicating that candidates can excel in different settings and handle diverse challenges. Webb emphasises the importance of being robust and consistent. Employers seek individuals who can handle feedback effectively, remain committed through both good and bad times, and maintain a composed demeanour in high-pressure situations.

To strategically piece together experiences and skills, candidates must go beyond simply showcasing company logos on their resume. It is essential to highlight the actions, accomplishments, and impact within those roles. Demonstrating the ability to leverage opportunities and consistently deliver results is what truly sets candidates apart.

Five key aspects of a successful resume

A well-crafted resume is often the first impression a potential employer has of you as a candidate. It’s a reflection of your professional journey and accomplishments, and can significantly impact your chances of securing the job you desire. Here are five key aspects of a successful resume that employers highly value, along with insights on how to enhance those areas to stand out from the competition:

1. Durability and longevity in roles:

Employers value candidates who have demonstrated commitment and stability in their previous positions. Optimal work history often includes spending 3-5 years at one company within the last five years. This longevity showcases your ability to adapt, grow, and contribute consistently over an extended period, making you a more attractive candidate in the eyes of potential employers.

2. Evidence of promotion or demonstrated success:

Employers seek individuals who have a track record of progression and growth within their roles. Documenting your successes from day one not only helps with recognition and rewards within your current position but also serves as evidence of your potential for future promotions. Highlighting specific achievements and milestones on your resume provides concrete proof of your ability to deliver results and contribute significantly to the organisations you have been a part of.

3. Showing impact beyond numbers:

Employers recognise that true success extends beyond revenue figures or sales quotas. They value candidates who can demonstrate additional impact to the business through extracurricular activities or training. Involvement in initiatives such as team-building exercises, process improvements, or cross-functional projects can illustrate your ability to drive positive change and contribute to the overall success of the organisation.

4. Careful consideration of company logos:

Employers appreciate a well-thought-out career strategy that aligns with the industries and companies you have worked for. Including logos of respected and relevant organisations on your resume not only demonstrates your ability to secure positions in reputable companies but also indicates a deliberate approach to your career choices. This strategic selection of logos can leave a positive impression and create an immediate connection with potential employers.

5. Continuous self-investment:

Employers value candidates who invest in themselves through ongoing development activities. This investment can take various forms, such as attending industry conferences, pursuing certifications or advanced degrees, participating in professional associations, or engaging in personal development initiatives. Demonstrating a commitment to self-improvement highlights your dedication to staying current, expanding your skill set, and evolving as a professional.

The value of role longevity in showcasing resilience and consistency

Longevity in a role, particularly for more than two years, signifies an individual's ability to weather challenging conditions and showcases their resilience. This consistency is especially valued in industries such as sales, where a longer stint of three to five years maximises opportunities and demonstrates both consistency and resilience. However, continuous job moves in shorter time frames can raise questions about an individual's ability to achieve substantial results within a brief period.

Acknowledging that not everyone may have a perfect track record of long-term job commitments, Webb suggests counteracting any sub-three-year experiences in the last five years. This can be accomplished by making the current job more enjoyable or seeking mobility within the current company, such as a shift in team or function. By demonstrating adaptability and a commitment to growth, candidates can mitigate any concerns employers may have regarding their job stability.

The conversation also highlights the significance of career planning and visualisation in achieving long-term success. Many individuals lack the knowledge or guidance required to effectively set career goals and create a clear roadmap for their professional growth. To address this, it’s important to have a quarterly and yearly plan, particularly for sales professionals. This enables individuals to set actionable targets, track their progress, and make necessary adjustments along the way. Furthermore, you should also think about a two, three, and five-year plan to spur continuous growth and development.

During interviews, candidates are often asked about their future aspirations. Not being able to articulate goals or plans for the next two, five, or ten years can be perceived as a red flag. Employers seek individuals who possess a clear vision of their career trajectory, as it demonstrates ambition, purpose, and a proactive approach to professional development.

The importance of demonstrable success in sales

Candidates should showcase the reasons behind their promotions, providing a narrative that demonstrates their growth and impact within previous roles. It’s crucial to include specific achievements and results, such as meeting quotas, exceeding targets, or generating a specific amount of revenue. By providing concrete data-driven examples of success, candidates can substantiate their claims and differentiate themselves from other applicants.

Additionally, candidates should leverage customer references, testimonials, and evidence of renewals to further validate their achievements. These external validations can serve as powerful proof of success, demonstrating the ability to deliver results and maintain strong client relationships. Webb suggests using concise bullet points to effectively highlight these achievements and results, ensuring that they stand out to potential employers.

To prepare for job interviews and negotiations, candidates should have a clear one-page summary of their accomplishments, tailored to the specific position and company they are targeting. This summary should effectively highlight the most relevant and impressive achievements, providing a snapshot of the candidate's capabilities and value proposition.

No matter the role, Pagan suggests setting up a dashboard to track and record achievements. This dashboard can include metrics such as lead generation, conversion rates, or campaign performance. By consistently tracking and documenting these efforts and results, individuals can not only optimise their performance but also use the data to effectively sell themselves and prove their worth to their company.

Recognising business impact beyond financial metrics

While quantifiable metrics play a crucial role in assessing performance, other elements of career engagement must also be considered. Webb encourages individuals to reflect on their role as a salesperson, honestly evaluating whether they are in the right job, business, or industry. It’s essential to assess personal strengths, weaknesses, and sales style to gain clarity on one's suitability for the field.

Taking a step back and examining past experiences can provide valuable insights into moments of success. Individuals should identify instances when they felt most accomplished and analyse the factors that contributed to those achievements. Seeking feedback from peers, former bosses, or mentors can offer additional perspectives on strengths and areas for improvement. This self-reflection and external input can help individuals gain a deeper understanding of their abilities and make informed decisions about their career path.

Documenting successes is crucial, even if it hasn't been done in the past. Starting now allows for an opportunity to track achievements and use this exercise as a catalyst for personal growth. Webb emphasises the importance of converting wins into measurable outcomes. For instance, successes can be translated into concrete figures such as revenue percentages, deal numbers, or growth percentages. By associating quantifiable results with personal accomplishments, individuals can provide tangible evidence of their impact and value.

It’s worth noting that impact in a business extends beyond financial achievements. While revenue and sales numbers are significant, they are not the sole indicators of success. Impact can also be measured by team-building efforts, effective management skills, or other contributions that enhance overall business performance. It’s essential to highlight the broader impact made in previous roles and articulate how personal achievements have positively influenced the organisation.

The importance of self-investment and personal development

A crucial aspect of self-investment lies in seeking guidance from mentors or coaches. Webb emphasises the role of these experienced individuals in providing valuable insights and support. Mentors and coaches bring their own perspectives and expertise to the table, helping individuals identify their strengths, weaknesses, and areas for improvement. By leveraging the knowledge and experiences of mentors, individuals can accelerate their growth and development.

Webb challenges the common perception of weakness, reframing it as an opportunity for self-improvement rather than a negative aspect. This mindset shift allows individuals to approach their weaknesses with curiosity and determination. By focusing on amplifying strengths and addressing weaknesses, individuals can cultivate a range of skills and abilities that contribute to their personal and professional success.

At the core of personal development is self-awareness. Recognising one's strengths, weaknesses, and areas for development is the foundational step toward growth. This self-awareness enables individuals to set meaningful goals and chart a clear path toward personal and professional success. It provides a compass for navigating the journey of self-investment and personal progression.

Continuous learning is a vital component of personal growth. It involves a commitment to seeking new knowledge and acquiring new skills. This can take various forms, such as reading books, enrolling in courses, attending seminars, or learning directly from mentors. By embracing a mindset of lifelong learning, individuals can stay agile and adaptable in a rapidly changing professional landscape.

Surrounding oneself with like-minded and supportive individuals also plays a pivotal role in personal growth. These individuals provide guidance, support, and accountability, fostering an environment conducive to personal development. By engaging with a supportive community, individuals can exchange ideas, receive constructive feedback, and challenge themselves to reach new heights.

Taking care of one's physical and mental well-being is an essential aspect of personal growth. Engaging in self-care practices, maintaining a healthy lifestyle, and effectively managing stress contribute to overall well-being. When individuals prioritise their well-being, they create a solid foundation for personal growth, enabling them to perform at their best and thrive in their pursuits.

Key takeaways

1. Establish a career strategy with long-term goals to guide your path and drive the execution of necessary tactics, such as upskilling and seeking mentors.
2. Articulate your goals and ambitions during interviews, showcasing how they align with the company's mission and your commitment to personal growth.
3. Share your goals openly to hold yourself accountable and invite support, guidance, and collaborations from others.
4. Develop traits like grit, durability, and a non-jumpy mindset to persevere through challenges and maintain focus on your goals, which are highly valued by employers.
5. Build a strong tech career by demonstrating a clear career trajectory, showcasing impact beyond numbers, involving yourself in extracurricular activities, and exhibiting adaptability and consistency.