We typically give job search advice to those in a career transition. We also recognize that not everyone is looking to make a move right now, but many have questions in their current role: “How do I continue to make career progress even when I’m not looking to change roles?” and “How do I know (and show) that I’m progressing?”. Today we want to focus on what to do even when you are already in a job you love, in order to ensure that your career continues to move forward. While this particular post is going to be sales-focused, the general idea also remains true across other functions. Tracking your accomplishments over time is always valuable.
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4 Easy Ways to Track Success
1. Quotas. The most obvious place to start when tracking your success throughout the year is by examining your quota. If you have an annual quota, break it down so that it’s measurable on a monthly or quarterly basis. Then keep track of whether or not you are hitting it. Are you exceeding it? By how much? Tracking yourself against quota goes hand-in-hand with knowing how much revenue you are generating for the company. These numbers, while clearly important for your current employer, are also important for future employers who will want to see evidence of success in previous sales roles.
Pro-tip: If you don’t have a quota, set one for yourself! If you were in the role last year, set targets for yourself based on how you performed last year. If this is a new position for you, speak to your manager or coworkers about what the general expectations are for someone in your position, and create your own metrics based on those numbers.
2. KPIs. The number of phone calls, demos, or meetings you are expected to make on a daily or weekly basis are just a few examples of trackable KPIs. Know your KPIs, and track yourself against them. Future employers want to know that candidates are comfortable and capable of hitting their KPIs. Even if you’re not looking to make a move anytime soon, exceeding your KPIs provides great leverage for a step up in your current position when it comes time to negotiate a raise or a promotion.
3. Renewals/Upsells. Particularly in an account management position, knowing how much revenue you’ve generated in upselling existing clients, and knowing your retention rate, are both hugely important in assessing your success in the position. Keep track of how many accounts you are responsible for, how many of your accounts grow (either in the number of people on the account or in the level/expense of the service they pay for), and how many of your accounts renew at the end of the year.
4. Notable Achievements. Any big-name clients you signed this year? Any impressively large deals you closed? Did you take on any stretch assignments, attend a professional seminar, or start managing anyone? Keep a running list of your accomplishments. It’s easy to forget shifts in responsibility, stretch assignments, or specific deals a year after they happened. By keeping track of them in the moment, you’re able to more accurately reflect on personal and professional growth, and highlight your strengths and successes to both current and future employers.
For more information on how to track your success, or to start planning your next career move, give us a call or email us at careersteam@cfwcareers.com with the subject line “Re: Tracking my success”.