To become a Sales Representative, you will need to be able to demonstrate the following skills:
- The ability to solve problems
- The ability to work in a team environment
- The ability to work under pressure
- The ability to communicate effectively
How To Become Sales Representative
What does a sales representative do?
A sales representative uses strong customer service and communication skills to sell goods or services. They should maintain a strong understanding of their company’s products to highlight features and increase sales. Additional responsibilities for this position include:
- Meeting or exceeding sales goals
- Negotiating and closing sales contracts
- Understanding and educating consumers on product features
- Handling payments and closing transactions
- Completing daily, weekly and monthly sales reports
Average salary
For the most up-to-date salary information from Indeed, click on the salary link.
- Common salary in the U.S.: $65,189 per year
- Some salaries range from $41,802 to $81,435 per year.
Sales representative requirements
Developing strong communication and sales skills will help a sales representative succeed. Education, training and certifications can help develop related skills and provide valuable experience.
Education
Formal education is rarely a requirement to become a sales representative, but some employers prefer candidates to have a minimum of a high school diploma. There may be additional educational requirements, depending on the organization. For example, a pharmaceutical sales representative may require education in biology and pharmaceuticals. Technical sales representatives may benefit from completing a technical program or bachelor’s degree in a tech-related industry such as information technology.
Training
The specific training required for a sales representative will depend on the industry. Most sales representatives receive training by working in a similar sales position. The company you work for may have a formal training program or may train you during the first few weeks of employment. Specialized training may be needed, depending on your product knowledge. For example, a real estate sales representative may work underneath a more experienced agent until they learn more about the field. A sales representative in a computer store may be expected to learn about computers and other technologies before selling their products to customers.
Certifications
Certification is rarely a requirement for a sales representative. However, earning a sales certification can make you a more appealing candidate when applying for a job or advancing your career. You may consider the following certifications:
Certified Professional Sales Person (CPSP)
The CPSP is available through the National Association of Sales Professionals and is ideal for sales representatives, business owners or those just starting. The certification requires successful completion of the six-week course and an exam. To maintain the certification, you will need to complete a minimum of five continuing education credits every three years.
Certified Inside Sales Professional (CISP)
The CISP is available through the American Association of Inside Sales Professionals. This certification is ideal for sales representatives who focus on inside sales. Interested individuals can earn this certification by completing 10 online classes and completing a live simulated sales call as part of the final exam. Re-certification is required every three years. This includes five continuing education credits, attending a local charter meeting, a conference and a meeting with an authorized training partner.
Skills
Sales representatives have an important role in the retail industry. They work directly with customers, selling products and furthering business success. The following skills are useful as a sales representative:
Customer service
Sales representatives work directly with customers, so strong customer service skills are essential. Representatives need excellent interpersonal, listening and problem-solving skills to connect with customers and close sales.
Communication
Verbal, nonverbal and written communication skills are useful as a sales representative. Sales representatives regularly use verbal communication to communicate with potential customers. They also need to pick up on nonverbal cues that can show whether a sale is going well or if another approach is needed. Written communication is also important when arranging meetings, drafting contracts and creating follow-up notices.
Mathematics
Sales representatives may need to add, subtract or calculate the percentage of a sale. Customers may also have questions about the price of a product. Math skills can also be especially useful when evaluating and working towards meeting sales goals.
Persistence
Persistence is often needed to close a sale. In some industries, like auto and real estate, buyers may hesitate to make a purchase. Sales representatives must encourage buyers and move them through the sales process.
Negotiation
In some industries, negotiation skills are important as a sales representative. The sales process can include a series of offers before a final agreement is reached. Successful representatives know how to work with customers to reach a fair price.
Sales representative work environment
Sales representatives spend most of their workday communicating with potential customers. They may greet and work with customers in a retail setting, or they may visit a potential customer’s home or office to show how a product works. Each interaction differs, so it is important to learn to adjust to new environments. Salespersons in a retail setting may also complete stocking and inventory tasks. Some sales representatives may also plan and project sales goals.
How to become a sales representative
Although formal education is not a requirement to become a sales representative, you can take some additional steps to enhance your qualifications. If you are interested in this career, consider the following steps:
1. Earn a high school diploma.
Many companies require their sales representatives to have at least a high school diploma. You may also complete a technical program or obtain an associate’s or bachelor’s degree. Coursework that can be useful in a sales representative role includes mathematics, psychology, accounting and finance.
2. Find an entry-level sales position.
An entry-level sales representative role will develop important skills like customer service and mathematics. Use your time in this position to learn the industry and try out new sales strategies.
3. Receive on-the-job training.
Many sales representative positions offer on-the-job training. Depending on the product, specialized training may also be available. If you feel that you need additional training, consider working towards a sales certification.
5. Choose your preferred industry.
After you have gained experience in a sales position and developed your skills, you can apply for sales representative positions in a specific industry that interests you. Use your entry-level position to test your skills and learn which areas of sales you enjoy the most.
6. Specialize in an industry.
After choosing what industry you want to focus on, become an expert on it. This could be consumer electronics, medical devices or another field. You may also wish to pursue a sales manager role and oversee a team of representatives.
