Become an Outside Sales Representative

You don’t always need a sales degree to get started—but preparation helps. Here’s how to build your skills:

1. Learn the Fundamentals of Sales
- Read books like “How I Raised Myself from Failure to Success in Selling” or “The Challenger Sale”
- Watch free YouTube channels like Salesman.org or videos by seasoned reps
- Understand key terms like pipeline, prospecting, objections, and closing

2. Practice in a Customer-Facing Role
- Retail, hospitality, or telemarketing roles can sharpen your people skills

3. Get Certified (Optional but Helpful)
- Certifications from programs like Sandler Training or HubSpot Academy can give you a leg up

4. Apply for Entry-Level Sales Roles
- Look for “territory sales,” “field sales,” or “account representative” listings
- Don’t be afraid to start in a support or inside sales role if needed

5. Use Tools to Work Smarter
- Apps like RepMove can help you plan routes, log visits, and stay organized on the road

An outside sales representative is a professional who sells products or services by meeting prospects and customers in person—on-site, in the field, or at client locations. Unlike inside sales reps who work from behind a desk, outside sales reps spend most of their time building relationships face-to-face. You’ll often find them driving across a territory, visiting construction sites, hospitals, retail stores, or industrial facilities—anywhere their customers are.

Some industries rely heavily on field-based selling. The top sectors include:

• Construction Supplies & Building Materials
• Medical Devices & Healthcare Equipment
• Industrial & Manufacturing Products
• Pharmaceutical Sales
• Equipment Rental & Heavy Machinery
• Technology & Software (B2B Solutions)
• Wholesale Distribution

Outside sales reps wear many hats. Their day-to-day often includes:

• Prospecting and cold calling on location
• Visiting existing customers to maintain relationships
• Demonstrating products or services in person
• Preparing and delivering sales presentations
• Quoting prices and negotiating deals
• Reporting activities and updating CRM software
• Collaborating with inside sales or customer service teams
• Planning daily routes and managing territories

Outside sales roles can be highly rewarding—especially in commission-driven industries. Here’s what you can expect:Outside sales roles can be highly rewarding—especially in commission-driven industries. Here’s what you can expect:

Compensation varies by industry, territory size, and sales performance. Many reps also receive mileage reimbursement, company cars, or expense accounts.