Curious about what an outside sales job really involves? Whether you’re considering a career in sales or looking to hire the right candidate, understanding this role is key to success.
With businesses relying on personal connections to drive growth, the skills and responsibilities of outside sales professionals are in high demand. This article breaks down what an outside sales job entails, core duties, essential skills, and what employers look for—giving you clear answers and practical insights to move forward confidently.
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What is an Outside Sales Job Description?
An outside sales job is all about meeting potential clients face-to-face, building relationships, and closing deals outside of a traditional office environment. If you’ve ever wondered what these professionals do, picture someone who spends their days visiting businesses, networking at events, and creating genuine connections—all to drive business growth.
Let’s dive deeper into what’s involved, what it takes to succeed, and how you can thrive in this dynamic field.
Key Responsibilities of an Outside Sales Representative
Outside sales representatives juggle multiple tasks during their typical workweek. Here are the core responsibilities you can expect in this role:
1. Prospecting and Lead Generation
- Identifying potential customers through cold calling, networking, referrals, and research.
- Scheduling meetings to introduce products or services.
- Attending industry events, trade shows, and local business gatherings.
2. Building and Nurturing Client Relationships
- Visiting prospective clients at their office, store, or field location.
- Listening to client needs and recommending tailored solutions.
- Maintaining ongoing contact to ensure satisfaction and encourage repeat business.
3. Product and Service Demonstrations
- Presenting product features and benefits in person.
- Providing samples or demonstrations to help clients understand the value proposition.
- Answering detailed questions about price, logistics, and technical aspects.
4. Closing Sales
- Negotiating prices and contract terms face-to-face.
- Following up with clients after meetings to finalize deals.
- Collaborating with managers to ensure pricing and proposals align with company policies.
5. Territory Management
- Planning routes and appointments efficiently to maximize productivity.
- Prioritizing clients based on potential value and urgency.
- Reporting on progress and strategizing for market penetration.
6. Record-Keeping and Reporting
- Logging daily activities, meetings, and outcomes in CRM software or sales logs.
- Providing regular sales forecasts and feedback to management.
- Reviewing territory sales results and identifying opportunities for growth.
Essential Skills for Success in Outside Sales
Succeeding in outside sales requires a blend of interpersonal, organizational, and technical skills. Here’s what hiring managers typically look for:
- Communication: Clearly explaining products, answering questions, and negotiating deals.
- Persuasion: Inspiring trust and convincing clients of product value.
- Self-Motivation: Setting and pursuing ambitious goals independently.
- Time Management: Prioritizing visits and balancing administrative work efficiently.
- Problem Solving: Handling objections and finding solutions for client needs.
- Adaptability: Adjusting approaches for varied industries, products, and personalities.
Steps to Becoming an Outside Sales Representative
Curious about joining the field? Here’s a straightforward path:
- Education: A high school diploma is usually the minimum, with many employers preferring college graduates—especially for B2B or technical sales.
- Experience: Previous experience in retail, inside sales, or customer service can be invaluable.
- Training: Most companies offer onboarding programs covering product knowledge, sales processes, and CRM systems.
- Certifications: While not required, earning sales certifications can boost your profile.
- Networking: Leverage professional connections, job fairs, and online groups to learn about opportunities.
Benefits of an Outside Sales Career
Why choose outside sales? Here are some benefits that make it an attractive career option:
- Earning Potential: Many roles offer salary plus commission, leading to high earning potential.
- Autonomy: Enjoy flexibility in your daily schedule and the ability to plan your workday.
- Variety: No two days are the same—you’ll meet new people, visit different locations, and face unique challenges.
- Skill Development: Sharpen valuable business skills that transfer to various industries.
- Growth Opportunities: Performance in sales often leads to promotion and advancement.
Challenges You Might Face
Despite its rewards, outside sales also comes with challenges:
- Travel Demands: You might spend significant time driving or traveling to client sites.
- Unpredictable Schedule: Client meetings can alter your plans at a moment’s notice.
- Rejections: Not every pitch ends in a sale—resilience is key.
- Pressure to Meet Quotas: Sales targets and monthly goals can create stress.
- Weather and Logistics: Working “in the field” means dealing with elements and logistical hurdles.
Practical Tips for Excelling in Outside Sales
Here are proven strategies to help you shine:
- Know Your Product: Master your offerings so you can answer any question confidently.
- Plan Ahead: Schedule your week, map your route, and organize client information in advance.
- Keep It Personal: Remember details about your clients to build strong, trust-based relationships.
- Leverage Technology: Use CRM systems, apps for mapping routes, and automated reminders.
- Follow Up Promptly: Send thank-you notes, quotes, and responses quickly to stay top-of-mind.
- Always Be Learning: Attend workshops, read industry news, and learn from top performers.
Best Practices for Employers and Managers
If you’re hiring or managing outside sales reps, keep these tips in mind:
- Set Realistic Quotas: Base targets on territory size, product value, and market factors.
- Offer Comprehensive Training: Invest in product, sales, and technology training.
- Provide the Right Tools: Equip your team with mobile devices, CRM access, and company vehicles or mileage reimbursement.
- Encourage Communication: Hold regular check-ins and share best practices among the team.
- Recognize Success: Incentivize achievement with bonuses, awards, or public praise.
Cost Tips: Managing Expenses in Outside Sales
While “shipping” isn’t usually a direct part of an outside sales rep’s job, managing travel and related costs is vital:
- Pool meetings in the same area to reduce gas and travel time.
- Track all expenses carefully—use an app or logbook for mileage and receipts.
- Discuss reimbursement policies with your employer (e.g., mileage rates, per diem).
- Seek out company discounts on hotels, car rentals, or meals.
- When shipping samples or materials, always use company-approved carriers and compare rates.
What Makes Outside Sales Different from Inside Sales?
- Location: Outside sales reps go to the client; inside sales reps work primarily by phone, email, or video.
- Interaction: Face-to-face versus remote contact—personal connections are stronger in outside sales.
- Cycle Length: Outside sales cycles may be longer, especially for complex or high-value deals.
- Autonomy: Outside reps often manage their own schedules more independently.
A Day in the Life of an Outside Sales Rep
Imagine your typical day might look like this:
- Review your calendar and map out your client visits.
- Drive to the first appointment and pitch a new product.
- Meet another client for lunch and discuss upgrading their service.
- Attend a networking event in the afternoon.
- Follow up on emails and update your sales manager on progress before heading home.
Frequently Asked Questions (FAQs)
What is the main role of an outside sales representative?
The main role involves meeting potential and existing clients in person, building relationships, presenting products or services, and closing deals to grow sales in their assigned territory.
Do I need a college degree for an outside sales job?
Most outside sales jobs require at least a high school diploma. However, many employers prefer candidates with a college degree, especially for technical or business-to-business sales positions.
How much can I earn as an outside sales representative?
Earnings typically include a base salary plus commissions. Your total pay varies based on industry, company, and performance. Top performers can earn significant bonuses, making this a lucrative field for goal-driven individuals.
What qualities make someone successful in outside sales?
Successful outside sales reps are self-motivated, personable, organized, resilient to rejection, and excellent communicators. They also adapt quickly to changing situations and develop strategies to reach their sales goals.
What are some common challenges in outside sales?
Common challenges include frequent travel, unpredictable schedules, competition, tight sales quotas, and the need to handle rejection or tough negotiations. However, overcoming these challenges can be incredibly rewarding.
Conclusion
Outside sales offers an exciting, fast-paced, and rewarding career for those who love meeting new people, problem-solving, and closing deals. With the right mindset, skills, and strategies, you can thrive in this field. Whether you’re considering a career in outside sales or looking to improve team performance, understanding the job description is the first step to success.