How to write it
Quota attainment, by year, with the quota stated
The percentage alone is meaningless without the number it's a percentage of. "128% of quota" could be a $200k target or a $4M one, and those are different jobs. Always pair them.
Give three years if you have them, including the merely good year. A run of 104%, 117%, 128% is more believable and more impressive than a single 190% that a reader will assume was a fluke, a soft target, or one enormous inherited deal.
- Quota value and attainment percentage, per year
- Ranking within a stated team size
- Average deal size or ACV
- Sales cycle length, and any reduction you drove
- Pipeline generated, and how much of it was self-sourced
- Net revenue retention or expansion, for account roles
Define the motion, not just the result
A hiring manager's real question is whether you can sell their deal. So describe the motion: deal size, cycle length, who you sell to, how many stakeholders, whether it's land or expand.
"Average deal size $180k on a 7-month cycle, selling to VP Operations and CFO buyers at manufacturers of $200M–$2B revenue" tells a reader in one line that you can run a complex enterprise sale. An SMB rep at 150% of quota with a 14-day cycle is excellent at a different job, and the numbers alone wouldn't distinguish them.
Self-sourced pipeline is the most valuable claim in sales
Anyone can close inbound in a good market. The rep who builds their own pipeline is the one who survives a bad one, and every sales leader knows it.
So state the split: "generated 40% of my own pipeline through outbound, in a team where inbound was the norm". That single clause differentiates you from most of the applicant pool, and it's the first thing a VP of Sales will ask about anyway.
Say whether you hunt or farm
New business and account management are separate skills, and pretending to be equally strong at both makes you less credible at either. Name your primary motion and let the other appear as capability.
If you've done both — hunted into a territory then grown the book — that's a genuinely strong combination and should be described as a sequence rather than a blend. Net revenue retention is the account-side metric worth quoting, and almost nobody does.
Methodology and CRM are supporting evidence
MEDDICC, Challenger, SPIN and Sandler are worth listing because postings list them, and because they signal you can talk about deals in a shared language. They are not achievements.
The version that carries weight is methodology attached to an outcome — "cut average sales cycle from 95 to 61 days by qualifying on a documented pain rather than on budget alone" is a methodology claim with proof. Keep Salesforce and your outbound stack in the skills line, where a parser will find them.