The role of an Outside Sales Representative is crucial for any business looking to expand its market presence and boost revenue. These professionals are responsible for actively seeking new sales opportunities and building relationships with clients outside the office.
Their work often involves traveling to meet clients, presenting products or services, and negotiating contracts. This job description template can help you attract qualified candidates who possess the necessary skills and experience to drive your sales efforts.
From understanding customer needs to closing deals, an effective Outside Sales Representative significantly contributes to a company's growth and success.
An Outside Sales Representative's primary responsibilities include identifying potential clients, scheduling meetings, and preparing sales presentations. They must maintain relationships with existing customers while actively pursuing new leads.
Conducting market research and analyzing customer needs are essential tasks, along with providing feedback on product development. Additionally, these representatives are responsible for negotiating contracts and ensuring sales targets are met.
To be successful in this role, candidates should possess a bachelor’s degree in business, marketing, or a related field. Proven experience in sales, particularly in outside sales, is often preferred.
Strong interpersonal and communication skills are crucial for building relationships and closing deals. Additionally, candidates should be self-motivated, results-oriented, and comfortable with travel.
Familiarity with CRM software and Microsoft Office Suite is also beneficial.
Outside Sales Representatives should have excellent negotiation and persuasion skills, as they often engage with clients to secure sales. Time management and organizational skills are vital for balancing multiple accounts and maintaining a robust sales pipeline.
Problem-solving abilities and customer-focused approaches are crucial for addressing client needs and ensuring satisfaction.
Outside Sales Representatives typically work in a field-based environment, spending a significant amount of time traveling to meet clients. The job may involve long hours and irregular schedules, especially when engaging with clients across different time zones.
Adaptability and resilience are essential traits for success in this fast-paced sales landscape.
Frequently Asked Questions
Ready to Apply?
Use our AI-powered tools to create a perfect resume and cover letter tailored to this role.
Key Responsibilities
- •Prospecting and lead generation (daily): Make 40–60 outbound touches per day (calls, emails, LinkedIn) to build a pipeline worth at least 3x quota. Why it matters: keeps a steady flow of qualified meetings so the team can forecast revenue. How it contributes: increases monthly qualified leads by 20% and prevents pipeline gaps.
- •Conducting field meetings and demos (weekly): Complete 10–15 on-site or virtual demos weekly, tailoring presentations to the customer’s pain points and ROI. Why it matters: face-to-face meetings convert at a higher rate; target a 10–15% demo-to-proposal conversion. How it contributes: accelerates deal cycles and raises average deal size.
- •Closing and negotiating deals (monthly/quarterly): Manage negotiation to close deals averaging $20k–$100k ARR and hit 100–120% of quota each quarter. Why it matters: closes revenue and secures long-term contracts. How it contributes: boosts quarterly sales and improves commission predictability.
- •Territory management and planning (weekly/monthly): Update territory plan weekly and reallocate time to top 20% of accounts that generate 80% of revenue. Why it matters: focuses effort where it yields highest ROI. How it contributes: reduces wasted travel time and increases sales per mile.
- •CRM maintenance and reporting (daily/weekly): Log 100% of activities and update opportunity stages within 24 hours in Salesforce or HubSpot. Why it matters: ensures accurate forecasts and cross-team visibility. How it contributes: improves forecast accuracy by up to 15%.
- •Cross-functional collaboration (ongoing): Coordinate with marketing for campaigns, operations for delivery timelines, and customer success for onboarding. Why it matters: prevents post-sale churn and speeds delivery. How it contributes: lowers time-to-value and reduces churn by 5–10%.
- •Market intelligence and strategic growth (quarterly): Report competitive wins/losses and identify two new verticals or product gaps each quarter. Why it matters: informs product roadmap and go-to-market adjustments. How it contributes: opens new revenue streams and supports 10–20% territory growth.
Actionable takeaway: Prioritize daily prospecting and CRM discipline, review territory weekly, and reserve time each quarter for strategic market work.
Required Qualifications
Technical skills
- •CRM proficiency (must-have): 2+ years using Salesforce or HubSpot with 80% activity logging. Why: tracks deals and enables team forecasting. How used: log calls, update stages, run reports weekly.
- •Mobile office tech (must-have): Use tablets, mobile hotspot, and video conferencing tools. Why: supports on-site demos and remote pitching. How used: present slides, share screens, and submit orders on the road.
- •Data analysis (nice-to-have): Basic Excel/Google Sheets skills, including VLOOKUP and pivot tables. Why: analyze pipeline and prioritize accounts. How used: create weekly territory scorecards and conversion reports.
Soft skills
- •Communication (must-have): Clear verbal and written skills to close deals and write concise proposals. Why: builds trust and shortens sales cycles. How used: craft tailored emails and deliver persuasive demos.
- •Negotiation (must-have): Close contracts while protecting margin. Why: secures favorable terms and repeat business. How used: propose concessions tied to contract length or volume.
- •Time management (must-have): Plan travel to cover 8–10 client visits per week efficiently. Why: maximizes billable customer time. How used: batch meetings by geography and set weekly priorities.
Education / Certifications
- •Education (nice-to-have): BA/BS in Business, Marketing, or related field preferred. Why: provides foundational sales and market understanding.
- •Certifications (nice-to-have): Sales training certificates (Sandler, SPIN, Challenger). Why: demonstrates formal negotiation and discovery methods.
Experience requirements
- •Industry experience (must-have): 3+ years in outside B2B sales or field sales with a consistent track record of meeting quotas. Why: reduces ramp time and improves closing rates. How used: leverage past vertical relationships and proven selling motions.
- •Travel readiness (must-have): Valid driver’s license and ability to travel 50–70% of the time. Why: role requires regular in-person meetings. How used: plan overnight trips and manage expense reports.
Actionable takeaway: Hire candidates with CRM discipline, proven outside-sales results (3+ years), and strong communication; prioritize those who can travel 50%+ and hit measurable activity targets.