How to address gap in performance on my resume?

Hey War Room! One of my first posts here. I'm getting ready to look for a new AE gig and I'm seeking your advice. I've been in tech sales for 6 years. Most recently an Enterprise rep selling in SF for the last 3 years.


I've been fortunate to have a track record of performance where I exceeded quota for the first 4.5 out of 6 selling years, with several trips to President's Club.


However, the last year and a half, I really struggled. Only 2 reps within my global enterprise organization actually hit their annual numbers. I achieved 80% to quota and was #5 of 40 within the organization.


How should I address this reent performance gap on my resume? I'm hesitant to drop 80% to quota on there... but I also want to be honest and speak to the fact that I was still in the upper echelon of quota attainment (relative to the organization). Give me your thoughts, I'm open!

๐Ÿค Interviewing/Offer
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12
TennisandSales
Politicker
9
Head Of Sales
welcome!
The good news is your dip in performance isnt really that bad.

In my experience most recruiters dont care about your stats until you compare it to what everyone else did.

So i would not be afraid to put 80% to quota and then under it put #5 of 40 reps.

Then when asked about that year, give an honest answer that includes 2 things: 1. You taking ownership for missing the number, and mention 2 things that you would do differently if you could do the year over again.
2. an external factor that lead to the dip in numbers (raised quota ect)

But make sure you lead with the first thing.

When you get the interview the story you tell about what is on your resume is what will make or break your chance at getting the job.
jefe
Arsonist
5
๐Ÿ
I couldn't have said it better myself

Welcome @coffeeisforclosers !
coffeeisforclosers
Contributor
3
Enterprise Account Executive
Thank you @TennisandSales! Super helpful.
Appreciate hearing how the stats land. I agree, it's all relative to the organization at large.
Good advice on owning the number and calling out 2 things I'd do differently next time.
oldcloser
Arsonist
1
๐Ÿ’€
I could have said it better myself, but an explanation in pig Latin isnโ€™t necessary in this job market.
lowhangersalesbanger
Executive
3
Account Executive
I think you just explained it partner.
poweredbycaffeine
WR Lieutenant
3
โ˜•๏ธ
Resident coffee guy here. Easy on the Java, junior.

Add context and point to the global performance numbers.

Be honest and draw conclusions on how you could increase your performance given another crack at it.
Justatitle
Big Shot
3
Account Executive
80% is really not bad at all. be prepared to speak to it if it comes up. What you would change in hindsight and all that jazz. If deals pushed for good reason also share why. fun fact company sales goals are built off the sales floor meeting 60-70% of their target...
Kosta_Konfucius
Politicker
2
ERP Sales
Switch to rank when quota is slow, 5/40 is still pretty fucking good
Sunbunny31
Politicker
1
Sr Sales Executive ๐Ÿฐ
Are you actively seeking a job right now? Is there a reason you need to even bring it up at the moment?
And as others have said, 80% and still toward the top of the leaderboard isn't terrible at all.
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