Sales is a very broad and lucrative career field. If you enjoy talking to people face to face, are willing to travel to meet potential customers and existing customers, and are self motivated, then you may be the perfect fit for becoming an outside sales associate!
Outside sales associates need a high level of ambition and must be able to work independently because they are not in an office setting most of the time. These individuals are usually traveling to potential customers’ homes or businesses in an effort to sell their products or services. It is important to be relationship-oriented and a great salesperson in order to obtain upsells from current customers.
Sample job description
At [Your Company Name], we’re thrilled to be looking for a new addition to our employee family. We are searching high and low for an extremely driven and motivated outside sales associate. All initial and continuing training will be provided as we make sure you have all of the tools possible to be successful. A positive attitude is paramount as outside sales can be tough and exhausting, but is extremely rewarding as well. At [Your Company Name] an outside sales associate will be tasked with maintaining proper sales paperwork, nurturing current relationships, and implementing sales strategies to close new deals. You will be largely independent with your time, leads, and daily sales activity. Some warm leads are provided, but the ideal candidate will always strive to find new potential clients.
Typical duties and responsibilities
- Manage sales paperwork and CRM entries
- Create new leads
- Close current leads
- Nurture current customer relationships
- Obtain upsells with existing customers
- Continue sales training and education
- Collaborate with other sales reps to improve sales strategies
- Assist in customer service issues with current customers to maintain a healthy relationship
- Track closing percentages
- Send email and/or text campaigns in an effort to obtain more leads
- Report to sales manager for any other tasks needed
Education and experience
- High school diploma or equivalent (G.E.D)
- A year or more of sales-related experience
Required skills and qualifications
- Outside sales experience
- Business-to-business sales experience preferred
- Entry-level computer experience for CRM management
- Self-motivation
- Time management skills
- Self-starter attitude
- Great communication skills
- Client relationship management
- Experienced at finding new clients
- Able to manage multiple accounts
- Excellent negotiation skills
- Ability to work well under pressure
- Great track record of consistent sales numbers
- Understanding of the market and competitors
Preferred qualifications
- 3-5 years of outside sales experience
- Bilingual
Average salary and compensation
The average base salary for an account manager is $62,000 per year in the United States. While only base salaries are reflected here, commissions and bonuses may greatly increase total compensation. Additionally, salaries will vary based on experience, company size, industry, and geographic market.
| Location | Salary Low | Salary High |
|---|---|---|
| Phoenix, Arizona | $58,450 | $79,100 |
| Los Angeles, California | $65,950 | $89,250 |
| Denver, Colorado | $55,000 | $74,400 |
| Washington, DC | $66,950 | $90,600 |
| Miami, Florida | $54,700 | $74,050 |
| Orlando, Florida | $50,500 | $68,300 |
| Tampa, Florida | $51,000 | $68,950 |
| Atlanta, Georgia | $53,500 | $72,350 |
| Chicago, Illinois | $61,500 | $83,150 |
| Boston, Massachusetts | $66,450 | $89,950 |
| Minneapolis-St.Paul, Minnesota | $53,000 | $71,700 |
| New York City, New York | $70,000 | $94,650 |
| Philadelphia, Pennsylvania | $56,950 | $77,100 |
| Dallas, Texas | $55,500 | $75,050 |
| Houston, Texas | $55,250 | $74,700 |
| Seattle, Washington | $64,000 | $86,550 |
| National Average | $50,000 | $67,600 |
Typical work environment
Do you enjoy getting to the heart of a topic? Are you an expert troubleshooter and instructor? A position as a Technical Writer might be the detail-oriented role that’s right for you. Technical Writers use their expertise to convey complex ideas and Outside sales associates need a high level of ambition and must be self driven because they spend the majority of their time outside of their offices in meetings with clients. They are more often traveling to potential customers’ homes or businesses in effort to sell their products or services.
Typical hours
Most outside sales associates have schedules that are constantly changing. For optimal success, you must be able to meet at times that work best for potential clients. Some are available during business hours, but some require off-hours meetings and/or weekend meetings, meaning that these employees need to be flexible.
Available certifications
Though a certification may not be required, receiving any of these certifications can help you improve your sales and stand out from the rest of the candidates:
- Certified Sales Professional (CSP). This certification helps you with a better understanding of sales. It also leaves you with familiarity with business management and time management. To be eligible, you must have a college degree and 35 hours of pre-approved coursework. Renewal of this certification is required every three years.
- Certified Sales Executive (CSE). With this certification you will be able to explain the sales management process and know the ins and outs of sales. There are no prerequisites to this certification, but you will need to pass the exam with a 75% passing rate or higher and pay the fee.
- Certified Sales Leadership Professional (CSLP). This shows employers you have the skills sets needed to succeed in sales, especially if you want to be in a leadership position one day. You will need to pass the exam at the end of the course.
- The Art of Sales: Mastering the Selling Process Specialization. This certification improves the skills needed to close deals faster. This will also teach you how to keep new clients, and how to find them as well.
Career path
In order to become an outside sales associate, you need to have a high school diploma or equivalent, and most places will require you to to have a year or more of experience. The more experience you have, the higher the chance you have to get hired. Many associates go on to get degrees in order to get ahead of other candidates as this field is competitive.
Sales certifications are a plus in this field as they prove to employers you are educated and skilled. As an outside sales associate, you should be knowledgeable in sales, be professional, outgoing, driven, and have exceptional communication skills. Students who wish to go into sales should get jobs in retail where they can start as a sales rep.
US, Bureau of Labor Statistics’ job outlook
SOC Code: 41-4000
| 2020 Employment | 1,625,700 |
| Projected Employment in 2030 | 1,703,300 |
| Projected 2020-2030 Percentage Shift | 5% increase |
| Projected 2020-2030 Numeric Shift | 77,600 |
Position trends
Becoming an outside sales associate is a great career option. Although it has its challenges, it is very rewarding, and it’s growing each year. Every successful business has to have successful salespeople. Therefore, the demand for sales associates will always be there.
This position can often lead to inside sales positions and executive sales positions. Experience in sales can also provide you with the skill sets in order to succeed in management as you learn to influence people and gain more knowledge.
Sample interview questions
- What is your favorite part of the sales process?
- What is your least favorite part of the sales process?
- What led to you getting into sales?
- Can you tell us about your sales experience?
- Sales can have its good and bad days. What do you do to regroup after a tough day?
- What is your process like when it comes to building rapport with prospects?
- What is your sales process like?
- Can you try and sell us this coffee mug?
- Why do you want to work for us?
- What skills would you say a sales associate needs to be successful?
- What are your career goals?
