Outside Sales Associate Career Guide

What is an outside sales associate?

An outside sales associate is someone who sells products or services by meeting customers where they work or live. Their main job is to make strong connections with customers, figure out what they need, and sell them solutions that really help. They work in all kinds of fields, like tech, health products, and everyday goods, and are super important for making their company money.

Duties and responsibilities

Here’s what an outside sales associate does:

• Find new customers and learn what they need
• Set up meetings to show and talk about what their company offers
• Help customers see how these products or services can fix their problems
• Deal with pricing, make contracts, and seal the deal
• Keep in touch with existing customers to sell more or different stuff
• Help their company understand what customers want

Work environment

Outside sales associates are always on the move, meeting clients, going to events, or showing off products. They work from different places, not just an office. They travel a lot, which means they need to be good at planning their own schedule and like being on the go.

Typical work hours

Their work hours aren’t the usual 9-to-5. They might need to meet clients early in the morning, late at night, or even on weekends. They travel a lot, which can mean being away from home, but they also get to manage their time in a way that works for them. This makes the job exciting and lets them meet lots of different people and see new places.

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How to become an outside sales associate

Want to become an outside sales associate? Here’s a step-by-step guide to get you started on this exciting career path:

Step 1: Finish high school

First off, you need to graduate from high school or get a GED. This is your ticket into most sales jobs, where you’ll learn the basics like math, business, and how to talk to people.

Step 2: Consider a college degree (it’s optional)

Some jobs might want you to have a bachelor’s degree in something like business, marketing, or economics. It’s not a must, but it can help you understand more about how to sell and know what customers want.

Step 3: Gain some experience

Working in jobs where you talk to customers, like in a store or a call center, is a great way to start. You’ll learn how to deal with different people and solve problems on the spot.

Step 4: Learn sales skills

You need to be good at explaining why a product is awesome, handle tough questions, and keep customers coming back. You can learn these skills on the job, by yourself, or in sales training courses.

Step 5: Know your stuff

Understanding what you’re selling and the field you’re in makes a big difference. Whether it’s through training at work or doing your own homework, being knowledgeable makes you a go-to person for customers.

Step 6: Apply for jobs

Now, you’re ready to apply! Make a solid resume that shows off your sales skills and experience. Tailor your applications to fit what each job is looking for, and you’ll up your chances of landing that sales gig.

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How much do outside sales associates make?

Outside sales associate salaries will vary based on experience, industry, education, location, and the company’s size. Their compensation can be greatly influenced by performance-based incentives such as commissions and bonuses.

Highest paying industries

• Information Technology and Services: $78,000
• Financial Services: $74,500
• Real Estate: $72,000
• Pharmaceuticals: $70,000
• Electronics Manufacturing: $68,500

Browse outside sales associate salary data by market

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Types of outside sales associates

Interested in becoming an outside sales associate? There are several cool paths you can take, each with its own special focus and tasks. Here’s a quick rundown:

Direct sales consultant

These folks work mostly in businesses that sell stuff directly to us, like gadgets or clothes. Their main jobs are to get customers, come up with sales plans, and figure out profits. It’s all about talking directly to people and convincing them to buy.

Field account manager

These pros keep the business’s current customers happy and try to bring in more sales from them. They also listen to customer feedback to suggest how products or services can be improved. It’s a lot about keeping good relationships and making sure customers keep coming back.

Territory sales representative

These associates focus on a specific area or region, selling their company’s stuff within those borders. They make sure customers are happy and try to meet a lot of people through networking events to make more sales.

Sales development representative

You’ll find these guys in the tech world, where they sell products or services to other businesses. They’re all about finding new leads, following up on potential sales, and working with marketing to pull in more business.

Independent sales representative

These are the go-getters who work for themselves, selling items or services for different companies and earning through commissions. They find their own clients and handle all the sales details themselves. It’s a job that needs lots of motivation and good networking skills.

Trade representative

These sales pros deal with items that need a bit more tech expertise, like machinery or industrial stuff. They sell to other businesses and need to really understand their products well to be successful.

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Top skills for outside sales associates

Being an outside sales associate is fun but challenging, and there are some key skills you’ll need to rock this job. Here’s a breakdown of what it takes:

Communication skills

You’ve got to be great at talking to people! This means clearly explaining your products or services, listening carefully to what customers need, and making sure there’s no confusion. Good communication builds trust and helps you understand exactly what your clients are looking for.

Negotiation abilities

Knowing how to make a deal is key. You’ll need to figure out what the customer wants and how much they’re willing to spend, and then find a way to make both you and your customer happy with the deal.

Industry knowledge

Knowing a lot about the industry you’re working in helps a ton. This means understanding what’s hot in the market, what your competitors are doing, and what makes your products special. The more you know, the better you can convince customers why they should pick what you’re selling.

Resilience

Sales can be tough—sometimes people say no. That’s where being resilient comes in. You’ve got to keep a positive vibe and keep trying, even when things get tough. This will help you bounce back and score those sales!

Self-motivation

Since you’re often out there on your own, being able to push yourself is super important. You need to be able to get up every day, go out, find new customers, and keep your sales game strong without someone checking in all the time.

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Outside sales associate career path options

Starting as an outside sales associate is just the beginning. There’s a whole world of growth opportunities ahead because you’re key to making the money that keeps the company going. Here’s what your career ladder might look like:

Step up

Once you’ve shown you’re good at this, you might move up to being a sales rep or an account manager. These jobs come with more freedom and more responsibilities, like taking care of existing clients and pushing harder to increase sales.

Grow

If you keep up the great work, you could become a team leader or a sales supervisor next. These roles mean you still have to meet your own sales goals, but also lead a team. You’ll be in charge of training new folks, checking how your team is doing, and helping to plan out sales strategies.

Aim for the top

With lots of experience and consistent success, you might even become a sales manager or sales director. These are big roles where you make important decisions, help shape how your company sells things in the long run, and work on the biggest deals.

Specialize

Some sales pros choose to become super knowledgeable about a particular product or market. This makes them really good at selling those specific things because they know so much about them.

Go solo

Experienced outside sales folks with a lot of knowledge about a particular industry might start their own business as sales consultants. This means advising other companies on how to sell better or dealing in high-ticket items on their own.

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Similar job titles

• Sales Representative
• Sales Manager
• Sales Director
• Enterprise Software Sales Representative
• Inside Sales Representative
• Account Manager
• Account Executive
• Marketing Specialist
• Marketing Manager

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Position trends and outlook for outside sales associates

Outside sales associates are navigating a rapidly changing world. Here’s what’s shaping their field:

• Technology integration: Technology is a big deal in sales now. With new platforms and digital tools popping up all the time, sales territories are expanding, and reaching customers is becoming easier.
• Personal branding: In a super competitive field, creating a personal brand can really help you stand out. Using social media, personal websites, and blogs are great ways to build your reputation and show potential clients why they should choose you.
• Soft skills matter: While it’s important to know all the tech stuff, don’t forget the human side. Skills like great communication, smart negotiation, and really listening can make or break your relationships with customers.

Employment projections

Looking ahead, jobs for sales reps are expected to grow by about 4% through 2031, according to the U.S. Bureau of Labor Statistics. That’s pretty much in line with the average for all jobs. But keep in mind, some industries and areas will have more openings than others, especially those where demand for goods and services is on the rise.

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Outside sales associate career tips

Stay updated with product info

Knowing your products inside out is crucial. Always keep up with the latest updates about what you’re selling. Use educational materials, go to product launches, and talk to product managers. When you know your stuff, you can answer questions confidently and convince customers of the benefits effortlessly.

Understand your target customers

Really get to know who you’re selling to. Learn about their buying behaviors, what they like, and the best ways to approach them. This knowledge will not only make your pitches more convincing but will also help you recommend products that truly meet their needs.

Build a professional network

Networking is key in sales. It can lead to new opportunities, allow you to share and learn new sales strategies, and even help you grow your client base. Consider joining networks like:

• National Association of Sales Professionals (NASP)
• American Marketing Association (AMA)
• Sales Management Association (SMA)

Embrace technology

Technology can make your life a lot easier by automating tasks and giving you useful data about your customers. Get comfortable with CRM systems, sales analytics tools, and marketing automation platforms to boost your productivity.

Never stop learning

The sales world is always changing, so keep learning to stay ahead. You can:

• Attend workshops and seminars related to your industry
• Take online courses on platforms like Coursera or Udemy
• Get sales certifications like the Certified Professional Sales Person (CPSP) or Certified Sales Leadership Professional (CSLP)

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FAQs