Resume Help: Sales Results

Hi, I read your article regarding Sales Resume: Handling Poor Results. How can I write a resume whereby I have done sales in the insurance industry (1 year, 6 months) but my sales have been SEVERELY poor. At the same time, I want to apply for other potential sales jobs (eg. pharma sales, etc) I'm 28 this year and this insurance sales is only my 2nd job. I was previously working desk bound at a bank for 6 months. Can you help me please? I want to make a move out of my current job but I worry that what I have achieved (or not achieved actually) would be a fatal flaw in my resume.

Insurance sales can be a very difficult place to launch your sales career. After you list everyone you know - family and friends - and tap out those contacts for who they know, your world can get very lonely. Most people resist helping because they don't want their friends and family to be bothered by an insurance sales person. Stereotypical? Yes. But, unfortunately true.

So, how do you get around your dismal track record? I have a couple of thoughts for you.

First, evaluate what you did successfully in this role. For example, did you create a large database of quality contacts? Did you successfully complete any licensing requirements? Did you complete any projects for your boss?

Next, think about the sales you did make. How did you handle the transaction? Was it a cold call success? Were you able to close a warm lead? Some people are "hunters" and some are "farmers". You need to decide which description fits you best, and structure your resume to play to your strength.

Where did you rank based on your peer group (i.e. people who started with your company at the same time)? Was everyone struggling, or just you? If your rank is decent relative to your peer group, then use that metric on your resume.

What part of the sales process are you most comfortable with? Opening doors? Uncovering the prospects' needs? Closing? If you're really not good at any of these steps, maybe sales is not the right career choice for you. You might be better suited to a sales support role rather than a direct selling role.

If you are intent on pursuing a sales career, pharma sales will likely be a difficult position to land. While pharmaceutical companies typically like to hire people with just a few years of sales experience, they are looking for a track record of success. If you don't have that, chances are you won't be considered. Pharma is one of the toughest industries to break into.

You might want to work your way into another sales environment for a year or two in order to work on your results. With a strong track record, landing a spot in pharmaceutical sales will be an attainable goal.

Target mid-sized companies with a tangible product to sell, strictly in a business to business environment. Look for a sales cycle that's fairly short, so you can have some immediate success. Try to put a positive spin on your insurance experience, drawing on the things you learned.

A well packaged resume can help. You'll find tips on How to Write a Resume useful as you work on presenting your background in the most favorable light.