What is a Sales Representative and how can you become one?
There are many aspects of being a sales representative. The job will be quite different depending on the industry and type of sales. Sales representatives sell company products and services to customers, clients, and other consumers.
Depending on the type of sales job, a sales representative may sell in person or via phone, email, or social media. They meet with prospective buyers to learn about their needs and then find ways to meet those needs through the company’s products. Sales reps are often directly accountable for meeting sales goals.
In all cases, the role of a sales representative is similar – meet potential buyers and convince them why they need the company’s products and services. Working as a sales representative can include getting the chance to travel, frequently meet new people, and achieve personal growth.
Here is an overview of what you can expect if you work as a Sales Representative:
1. Job responsibilities
Sales reps must be empathetic and personable, but also be able to close the sale, this means being persuasive, and managing their time effectively.
Here are some examples of responsibilities found across sales jobs:
-
- Prospecting and networking.
- Identifying the best buyers and prospects for your products or services.
- Researching the company, industry, and market.
- Learning about the company, its competitors, and the prospects for your products.
- Managing and tracking sales leads to make sure they are progressing.
- Create sales materials and marketing collateral for the company’s products.
This role also includes building relationships with potential clients and sales leads. Which can be done by making connections at trade shows, conferences, and other events where potential buyers are likely to be.
A sales representative has to know the market for their products, who their customers and sales prospects are, and what their needs are. Tracking their interest and being ready to meet with them at a moment’s notice.
2. Networking and prospecting
This role also includes building relationships with potential clients and sales leads. Which can be done by making connections at trade shows, conferences, and other events where potential buyers are likely to be.
A sales representative has to know the market for their products, who their customers and sales prospects are, and what their needs are. Tracking their interest and being ready to meet with them at a moment’s notice.
3. Negotiating and closing the sale
Sales reps need to be ready and able to negotiate with prospects when the time comes. Negotiating is an important part of the sale that helps buyers feel confident in the sale, but protects the interests of the sales rep.
Some tips for negotiating include:
-
- Know what you’re willing to accept and why.
- Ask questions, but don’t be afraid to remain silent if you’re thinking, but the prospective buyer is speaking.
- Be prepared to walk away from the sale if the terms are not acceptable.
- Document the terms of the sale so there are no misunderstandings once the sale is agreed to.
4. Life as a Sales Representative
Sales reps are often on the road or on the phone, meeting with clients and prospects. They must be comfortable with constant change and be ready to travel or work in whatever location is necessary to close the sale.
Sales representatives work in all kinds of industries, so even though their day-to-day work is similar, the industry is constantly changing. They must keep up with the latest news, trends, and technology in their industry.
5. How to become a Sales Representative?
There are a few different ways to become a sales representative. You can begin by getting a sales job or by climbing up the ladder to sales management.
The easiest way to become a sales representative is to get a sales job. Often, companies will hire entry-level employees and train them to become sales representatives. Alternatively, you can apply for a sales job and show your prospective employers what you are capable of.
If you can’t get a sales job, or aren’t willing to start at entry-level, you can work your way up to becoming a sales rep. Start out in sales support and then end up in sales management. Sales managers often transition to sales representatives.
6. Summing up
Sales representatives sell goods or services to customers. They must have excellent communication skills and be able to build trust with clients. Sales reps usually specialize in a particular industry, product, or territory.
Sales representatives are often in high demand and the rewards of working are a good salary, great commission plans, and interesting work.
If you see yourself in this role, you can check out all our offers here or take a look at these four job offers for sales representatives that will help you take your career to new heights:
It can be easy to accept a job offer as soon as you get it. But, by asking the right questions, you can find out if the it's the right fit for you. So what questions should you ask? Read more here →
