Medical Device Sales
Brag Book: What to Include
Build a winning brag book with quota attainment, territory growth, awards, and account wins. Template, organization tips, and how to present in interviews.
Get TemplateWhat Is a Brag Book?
A brag book is a portfolio of your sales achievements, metrics, and awards that proves you can perform.
Shows hiring managers you are not just talking - you have receipts.
Bring to 2nd/final interview. Never to phone screen (too early).
Candidates with brag books get offers 2x more often than those without.
Must-Have Pages (6 Essential)
1. Cover Page
Your name, title, phone, email, specialty
John Smith | Orthopedic Device Sales | 555-1234 | john@email.com
Professional first impression
2. Quota Attainment Summary
Table showing your quota % for last 3-5 years
2023: 127% | 2022: 118% | 2021: 134% | 2020: 112%
Most important metric - proves you can sell
3. Territory Growth
Before/after revenue in your territory
Year 1: $650K → Year 3: $1.2M (85% growth)
Shows you build, not just maintain
4. Rankings
Where you ranked nationally or regionally
#8 out of 120 reps nationally (Top 7%)
Competitive proof point
5. Awards/Recognition
Presidents Club, Top Performer, Rookie of the Year
Presidents Club 2022, 2023 | Rookie of the Year 2020
Validation from your company
6. Key Account Wins
2-3 biggest account wins with details
Flipped $200K account from Zimmer to Stryker in Q2 2023
Story-based proof of selling skills
Nice-to-Have Pages (Optional)
Customer Testimonials
Surgeon quotes or emails praising your work
"John's technical knowledge is outstanding" - Dr. Martinez
Third-party validation
Product Launch Success
How you drove adoption of new products
First rep to hit $500K in Mako sales (Year 1)
Shows you can drive new initiatives
Training/Certifications
Specialized training completed
Robotics certified, Spine instrumentation advanced course
Proves continuous learning
Community Involvement
Industry leadership, conference speaking
Speaker at 2023 Orthopedic Sales Summit
Shows thought leadership
What NOT to Include
Confidential Company Data
Customer names, pricing, margins = legal issues
Use percentages and anonymized examples
Negative Content
Complaints about former employers, excuses for missed quota
Only positive achievements
Irrelevant Content
College GPA, hobbies, personal photos
Sales metrics only
Too Much Detail
Every single sale, 50-page book
8-12 pages max, highlights only
Example: Quota Attainment Page
Sales Performance Summary
| Year | Quota | Actual | % Attainment | Rank |
|---|---|---|---|---|
| 2023 | $950K | $1.21M | 127% | #8/120 |
| 2022 | $900K | $1.06M | 118% | #12/115 |
| 2021 | $850K | $1.14M | 134% | #3/110 |
| 2020 | $750K | $840K | 112% | #22/105 |
Avg 123% quota attainment over 4 years | Top 10% ranking 3 of 4 years
Example: Account Win Page (STAR Format)
Competitive Displacement: St. Mary's Hospital
Situation
$200K/year account using Zimmer for 8 years, happy with rep
Task
Break in and convert to Stryker Mako robotics
Action
- •Shadowed 15 cases to learn surgeon preferences
- •Arranged Mako demo at nearby facility
- •Presented patient outcome data showing 20% faster recovery
- •Offered 3-month trial with full support
Result
Converted account in Q2 2023. $200K annual revenue. Surgeon now Mako advocate.
Organization Tips
Use Sheet Protectors
Looks professional, pages don't wrinkle
Get clear sheet protectors and 3-ring binder
Tab Sections
Easy to flip to specific metrics during interview
Label tabs: Quota, Growth, Awards, Account Wins
Keep It Visual
Graphs > walls of text
Use charts, graphs, color to highlight key numbers
Print High Quality
Cheap prints = cheap impression
Color printer or print shop, heavy paper
Bring 2 Copies
Panel interviews, hiring manager wants to keep one
One for them, one for you to reference
How to Present Your Brag Book
Final/Second Interview
After initial conversation, before deep questions
"I brought a summary of my performance metrics if you'd like to see them."
Don't Force It
If interview is flowing well, don't interrupt
Offer it, but don't insist if they say no
Walk Through Key Pages
2-3 minutes max, highlight best metrics
"As you can see here, I've averaged 123% quota over 4 years..."
Leave a Copy
Even if you don't walk through it
"I'll leave this with you to review. Has my key metrics."
Template Structure
8-10 pages maximum
5 Common Mistakes
Too Long (20+ pages)
Nobody will read it all
8-12 pages max. Highlights only.
Just Printouts of Emails
Looks lazy, unorganized
Create professional formatted pages
No Context for Numbers
"$1.2M revenue" - is that good? Bad? Average?
Always include: % of quota, ranking, or vs previous rep
Bringing to Phone Screen
Way too early, comes off desperate
Only bring to in-person/video final interviews
Mentioning Customer Names
Confidentiality violation, looks unprofessional
Use "Major academic medical center" or "Large community hospital"
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