what is an outside sales representative?
As an outside sales representative, you sell products and services through face-to-face meetings. You travel to meet prospects, attend industry events, and participate in trade shows to market your company’s offerings. Outside sales representatives, also known as field sales reps, must travel extensively and may engage in direct sales to potential customers.
Your success as an outside sales representative depends on your ability to build in-person relationships with clients. Unlike inside sales representatives, who close deals remotely, you establish trust through face-to-face interactions and strong communication skills. This role requires frequent travel, and while you may have an office, you will spend most of your workday meeting clients and closing sales.
As an outside sales representative, you will be assigned a specific territory. You meet clients at their offices, job sites, or preferred locations within your designated region. Beyond selling, you also provide post-sale services and foster customer loyalty through personalized interactions.
Aside from meeting clients, you follow a structured sales process. This includes using customer relationship management (CRM) software to track leads and manage client relationships. Because outside sales require significant time investment per prospect, you focus on high-value deals, qualifying leads before setting up in-person meetings.
Would working as an outside sales representative suit your skills? Read on to find out what competencies and qualifications you need to thrive in this role.
view our jobsaverage outside sales representative salary
According to the U.S. Bureau of Labor Statistics (BLS), outside sales representatives earn an average annual salary of $79,680, with top earners making over $120,000 per year. The average hourly wage is $38.31. Entry-level positions start at around $50,000 per year, but with experience and strong performance, earnings can significantly increase. Many outside sales representatives receive commission-based pay, meaning income potential depends on sales performance.
how to increase your earnings as an outside sales representative
Several factors influence your earning potential as an outside sales representative:
- Experience: More experienced sales reps typically earn higher salaries and commissions.
- Industry: Selling high-value items like technology, medical devices, or real estate can lead to higher commissions compared to lower-margin retail products.
- Company Size: Larger corporations tend to offer higher base salaries and better commission structures.
- Sales Performance: Since many outside sales roles offer commission and bonuses, consistently closing deals will significantly boost earnings.
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access our tooltypes of outside sales representatives
There are different types of outside sales representatives, including:
- B2B Outside Sales Representatives: These professionals sell products or services directly to businesses. B2B sales typically involve long-term contracts and require strong negotiation skills.
- B2C Outside Sales Representatives: These sales reps sell products directly to consumers. Transactions can be one-time purchases, and success often depends on the ability to quickly build rapport and close deals.
working as an outside sales representative
Working as an outside sales representative involves selling services or products through face-to-face interactions. Let’s check out the specific duties, responsibilities and work environments associated with the role.
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what does an outside sales representative do?
Responsibilities of an Outside Sales Representative
Your duties include:
- Developing new business leads: You research potential clients and reach out to prospects within your territory.
- Qualifying leads: Before meeting with clients, you assess their needs and determine if they’re a good fit for your products or services.
- Conducting sales meetings: You meet with business clients at their offices or with consumers at trade shows, retail locations, or even door-to-door in certain industries.
- Handling customer concerns: You provide post-sale support, answer customer inquiries, and resolve issues promptly to build long-term relationships.
- Participating in industry events: Attending trade shows and networking events helps expand your client base and generate new leads.
- Negotiating contracts: You work closely with customers to finalize sales agreements and renew contracts for repeat business.
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work environment of an outside sales representative
Outside sales representatives work in diverse industries, from healthcare to technology and manufacturing. Your day will typically be split between office-based administrative tasks (such as updating CRM software) and traveling to meet potential clients. Sales meetings can take place in office settings, at job sites, in restaurants, or even on golf courses, depending on the industry.
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who are your colleagues?
As an outside sales representative, you work alongside sales managers, account managers, inside sales representatives who generate leads and provide customer support, as well as marketing executives and customer service representatives.
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outside sales representative work schedule
Most outside sales representatives work 40+ hours per week, typically during standard business hours. However, meeting with clients may require occasional evenings or weekend work. Attending trade shows and industry events may also involve travel outside regular business hours.
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career opportunities as an outside sales representative
An outside sales representative role is an excellent entry point into sales. With experience, you can advance to higher roles such as:
- Sales Executive
- Account Manager
- Sales Manager
- Regional Sales Director
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advantages of finding a job as an outside sales representative through randstad
Working with Randstad offers you a range of benefits:
- Always a contact person you can fall back on and ask for help from
- Many training opportunities
- A range of jobs in your area
outside sales representative skills and education
While a high school diploma is the minimum requirement for most outside sales roles, many employers prefer candidates with a bachelor’s degree in business, marketing, or a related field.
work experience and certifications
- Previous experience in retail sales, customer service, or business development can be beneficial.
- Some industries require professional certifications or licenses, such as real estate or insurance sales.
- Unlike in Canada, where sales representatives need specific provincial licenses, U.S. licensing requirements vary by industry and state.
key competencies
- Interpersonal Skills: Strong communication and relationship-building skills are essential.
- Critical Thinking: You must quickly analyze customer needs and provide solutions.
- Presentation Skills: Pitching products and services effectively is crucial.
- Negotiation Skills: You must be able to close deals and negotiate contracts.
FAQs about outside sales representative jobs
Here, you will find the answers to the most frequently asked questions about the profession of an outside sales representative.
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what does an outside sales representative do?
Outside sales representatives identify and reach out to potential customers in a designated territory. They conduct face-to-face meetings, negotiate contracts, and manage customer relationships.
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how much does an outside sales representative earn?
The average salary is $79,680 per year, with entry-level positions starting at $50,000 and experienced reps earning over $120,000 annually.
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what makes a good outside sales representative?
Successful outside sales reps have strong communication, relationship-building, and negotiation skills. They also excel at time management and self-motivation.
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how do you become an outside sales representative?
You can start with a high school diploma, but a bachelor’s degree in business or marketing can improve job prospects. Previous sales experience and industry-specific certifications may also be beneficial.
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is outside sales representative a good career?
Yes! Outside sales offers high earning potential, career advancement opportunities, and flexibility. Many positions include commissions and bonuses, making it a lucrative career choice.
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how do I find a job as an outside sales representative?
Finding an outside sales job is easy with Randstad. Browse our current job openings and submit your application online. Don’t see a job that fits? Upload your resume, and we’ll connect you with a recruiter!
submit your resume
Make sure your resume is up-to-date, including information about your technical skills and certifications. Then share it with us to connect with a recruiter and be matched with job opportunities.
