What Is a Sales Representative?

A sales representative promotes and sells products to customers on behalf of a company or organisation. They may meet customers face-to-face or ring them to pitch products to potential customers, present new ones to existing customers, and maintain their accounts. Another significant function is ensuring a smooth sales process and customer satisfaction. Sales representatives generally must meet sales goals and report to their sales director. 

Sales representative jobs exist in many industries, from technology to manufacturing. An inside sales representative works from within an office, whereas an outside sales representative travels to see customers. Some sell directly to consumers, while others sell to other businesses.

Many sales reps have flexible schedules, with work-from-home options in some cases. Sales representative jobs can be lucrative and rewarding for motivated, self-confident self-starters. For anyone who enjoys working with others, they're a great career choice.

Types of sales representatives

The two main types of sales representatives include inside sales and outside sales. An inside sales rep works from an office or their own home and contacts customers via phone or email. Outside sales reps are in the field, communicating with customers face-to-face.  

Within those two main types, you'll also find business-to-business (B2B) and business-to-consumer (B2C) sales representatives. B2B sales involve selling services and products to help employees do their jobs better or solve business problems. B2C sales involve selling directly to consumers to help them live better or solve problems in their everyday lives.

Sales representatives may sell various products depending on the company and industry. Some types of sales representative jobs include: 

• Wholesale 

• Manufacturing 

• Scientific

• Technical 

• Medical/pharmaceutical  

How to become a sales representative

Though the path to becoming a sales representative can vary, here are a few tips to help you get started.

Seek entry-level positions first.

Experience in sales or customer service can help you become a sales representative, so seek out entry-level sales positions first. You can gain essential sales and customer service skills in an entry-level position. From there, you may be able to move to a role with a heavier focus on product knowledge.

Gaining product knowledge

The product training you’ll need to become a sales representative is typically conducted by the company that hires you, though previous experience with similar products certainly helps. It’s useful because each company has its own sales department with specific sales goals, target market, and unique products.

Gain industry knowledge.

Consider the industry where you’d like to work and research sales representative job requirements and products. Once you’ve gained experience in sales and customer service and know your target organisation or company, you’ll be ready to craft a CV tailored to your preferred industry.

Consider a degree.

A formal degree is not required to become a sales representative, though some tech or medical organisations may require degrees in related fields. Sales representatives with college degrees may have majored in marketing, business, or a similar area.

Get certified.

Depending on the industry and product, companies may request sales representatives to obtain specialty certifications, additional off-site training, or manufacturer training. Some products require more in-depth knowledge and formal training. You can also shadow another sales rep better to understand the product(s) and sales process.

Sales representative skills

A sales representative acts as a bridge between a customer and a company. You need to have a thorough understanding of the product you’re selling and the customer to whom you’re selling it. It’s critical to strike a balance with a customer so that you can close a sale without being overly assertive. 

Job-specific skills

• Customer service 

• Product knowledge 

• Closing skills 

• Finding leads and networking

• Cold calling 

• Customer acquisition 

• Knowledge of sales pipeline 

Workplace skills

• Critical thinking 

• Communication 

• Confidence 

• Charisma 

• Good listener 

• Leadership 

• Negotiation

• Presentation skills 

How much is a sales representative’s salary?

The base salary for a sales representative in the United Kingdom averages £30,000. You also have the potential to earn additional compensation averaging £12,000 from bonuses, tips, profit sharing, and commissions, according to Glassdoor UK [1]. 

National Careers Service notes that sales representatives just starting out earn an average annual salary of £23,000, while more experienced sales representatives average £50,000 [2]. 

These salary averages vary widely since the commission earned depends on the product type and industry. Base salaries can also differ by company size, industry, experience, and other factors.  

Get started in sales.

Interested in a career in sales? Start building job-ready skills with the Sales Development Representative Professional Certificates from Salesforce or HubSpot Sales Representative Professional Certificate from Hubspot, available on Coursera. Learn at your own pace as you prepare for high-demand roles in tech sales.