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<\/a><\/p>\nWhether you\u2019re drawn to the thrill of closing deals, the potential for high commissions, or just love the idea of chatting with people all day (strategically, of course), a career in sales can be exciting, rewarding, and \u2014 I\u2019ll keep it 100% real with you \u2014 highly lucrative.<\/p>\n
In this post, I\u2019ll cover everything (yes, everything<\/em>) you need to know about pursuing a career in sales before actually<\/em> going through with it. I\u2019ll also talk about the required experience and skills, salary\/pay, how to land your first sales role, and other stuff that\u2019ll help you decide if the sales rep path is the right job for you.<\/p>\n Table of Contents:<\/strong><\/p>\n <\/a> <\/p>\n Want to know one of the most extraordinary things about starting a sales career? With the right mindset, effort, and external support, you can start as a complete beginner and grow into a top-tier performer. No one begins a career in sales with all of the required skills, but everything you need to succeed can be learned and developed. It\u2019ll just take some time.<\/p>\n Overall, sales is a fast-paced field, especially when you\u2019re a sales rep; figuring out where or even how to start can be intimidating.<\/p>\n Don\u2019t let that fact scare you, though. As I said, adapting to the sales world can be much smoother than you think if you’re open to learning and embracing new challenges. Plus, once you understand the role, you\u2019ll be well on your way to upward mobility.<\/p>\n <\/a> <\/p>\n Sales representatives are often the go-to folks for fostering customer relationships and driving revenue for their company. Although selling is a core component of their role, they\u2019re also responsible for other things, including:<\/p>\n On average, sales reps spend their time carrying out the sales process, but how<\/em> they do this is game-changing. I spoke to Bri Lopez<\/a>, Growth Specialist at Hubspot, to better understand what tools, tricks, and resources real-life salesfolks use to make the sales process easier, faster, and more unified. (You\u2019ll also see Bri\u2019s insights sprinkled throughout this post, so be on the lookout.)<\/p>\n Check out the list below to get a closer look at what Bri had to share and for a general overview of what the sales process involves, top to bottom:<\/p>\n As you\u2019ve probably already guessed, prospecting is the first step in the sales process. During this (very early) stage of the sales process, you\u2019ll identify potential customers who may be a good fit for your company\u2019s product or service.<\/p>\n When I poked Bri about how she navigates prospecting, one thing about her answer stuck out to me: her use of AI. \u201cMuch of the initial research for my sales strategy relies on AI. ChatGPT, HubSpot\u2019s Breeze<\/a> technology \u2026 I use AI to [get a bird\u2019s eye understanding of] what their business does, then I reach out, ask my prospect more specific questions, and recommend products based on what I find out about their company,\u201d she shared.<\/p>\n Prospecting will look pretty different for every sales rep because it\u2019s all about approach. Some folks prefer to prospect through 1:1 relationship-building, while others prefer more automated and data-driven prospecting (like Bri). If you don\u2019t know what your prospecting strategy will be, it\u2019s okay. You\u2019ll find your groove in due time.<\/p>\n Regardless of your spin on or preferred style of prospecting, it primarily requires that you master the following elements:<\/p>\n There are two goals behind doing this preliminary work: 1)<\/strong> to generate and qualify leads and 2)<\/strong> to ensure you\u2019re targeting high-potential prospects before investing time in deeper sales conversations. Always keep these priorities in mind.<\/p>\n Once you\u2019ve made it beyond the prospecting stage, you\u2019ll deliver a compelling sales pitch to your prospect. This is where you\u2019ll showcase how your company\u2019s offerings (a product or service) solve their pain points. Pitching is usually done through several methods of communication, such as:<\/p>\n Typically, the most successful pitches emphasize value over features, so ensure that yours demonstrates why<\/em> your offering is the right solution for your specific prospect.<\/p>\n Here\u2019s the unavoidable thing about being a sales rep: Not every potential prospect will be immediately sold on a product, and that\u2019s where your ability to influence their purchase decision comes into play. As a sales rep, you\u2019ve got to be skilled at addressing concerns, skepticism, and hesitations from the prospects you\u2019re courting. Thus, this part of the sales process requires you to be good at the following:<\/p>\n But I\u2019ve got a sales secret to share with you: Most prospects have objections around the same core categories: pricing, product fit, timing, and competitors. Knowing what prospects will raise concerns will make helping them through the decision-making process much easier.<\/p>\n After you pass the hump of mitigating a prospect\u2019s doubts, you\u2019ll enter the negotiation phase. This is when details like pricing, contract terms, and other specifics of your deal get ironed out. Expect to do a lot of back-and-forth during this stage. You\u2019ll also need to lean on your strategic thinking and engagement skills to ensure a win-win outcome for both the customer and your company.<\/p>\n Robust negotiation skills take time to develop, so don\u2019t rush it. Seriously. And if it\u2019s any consolation, just know this: Once you hone them, you\u2019ll secure better deal terms and long-term client relationships in no time.<\/p>\n At this final point in the sales process, you have one last job: Convert leads into paying, loyal customers. Closing a deal is, without a doubt, the most important (and tedious) aspect of the sales process, so it warrants doing some last-minute housekeeping tasks, such as:<\/p>\n Oh, and one last thing: This portion of the sales process will require you to complete it as quickly as possible. Don\u2019t feel bad about applying pressure to close a deal at this stage. Spearhead those necessary follow-up meetings or additional communication! Most customers appreciate this. Additionally, a successful sales rep always does their best to close strong. A well-executed close can lead to repeat business and referrals.<\/p>\n Unfortunately, mastering the sales process doesn\u2019t happen overnight (even when you really<\/em> want it to). It takes time, practice, and planting seeds early on to get it right.<\/p>\n <\/a> <\/p>\n If you\u2019re officially sold on becoming a sales rep, that\u2019s fantastic news. But you should know that the excitement and potential of a life in sales also comes with a bit of a trade-off \u2026 you\u2019ve got to commit to checking off some boxes. Want to know something reassuring, though? You may have more of them taken care of than you think.<\/p>\n Before you enter the big wide sales world, I\u2019ve compiled a list of everything you\u2019ll need to fulfill to go from aspiring sales rep to qualified sales role candidate. Check it out below:<\/p>\n While many sales roles don\u2019t require a specific degree, having some form of education attached to your resume is a plus. Whether your credentials be a high school diploma or bachelor\u2019s degree in a specific career field (for sales, it\u2019s typical to have a bachelor\u2019s degree in business, marketing, communications, or finance), whichever proof of education you possess, it can serve as a firm foundation for your career.<\/p>\n And if you don\u2019t have a formal degree, that\u2019s totally okay. Don\u2019t sweat it. Just be sure to supplement that experience with something else: mentorship, additional learning opportunities (i.e., courses\/classes, micro-internships, externships, etc.), or whatever has helped you fruitfully gain sales knowledge.<\/p>\n If my encouragement wasn\u2019t affirming enough, just keep this fact in mind: Employers care about how you\u2019ve sought growth opportunities as much as they care about your education and where you got it from.<\/p>\n As much as I\u2019d love to tell you that a sales job is about talking, I don\u2019t believe in lying.<\/p>\n Unfortunately, a successful sales career doesn\u2019t solely depend on how much you can gab. You\u2019ve got to balance both soft skills (i.e., time management, active listening, etc.) and \u201chard\u201d ones (i.e., knowledge of sales methodologies, ability to complete market research, etc.) to make it in this role.<\/p>\n If you\u2019re wondering why, here\u2019s your answer: The combination of these skills separates top-performing reps from those who struggle to close deals.<\/p>\n But don\u2019t get too <\/em>caught up on that right now. Later on, I\u2019ll revisit this topic and go more in-depth into desired core competencies. I\u2019m here to help you thrive, not overthink.<\/p>\n Say it with me now: You don\u2019t need years of sales experience to land your first sales role.<\/p>\n Tons of high-performing sales reps didn\u2019t start in the corporate sales space. And, being candid, many of \u2018em started just like the rest of us: working in retail, customer service, even in the non-profit space. No matter where you spent the first couple of years building your work experience, you likely spent that time doing all the things you\u2019d be doing as a sales professional.<\/p>\n If you\u2019ve ever had to convince someone or bargain for something, congratulations \u2014 you\u2019ve already got the chops for sales under your belt.<\/p>\n Some sales roles, especially in real estate, finance, and medical sales, require specific licenses or certifications. There\u2019s no saying which<\/em> ones you should be getting over others, but to help you filter through your options, I\u2019ve researched several of the most popular ones for your consideration. Take a moment to explore \u2014 and maybe sign up for \u2014 them below:<\/p>\n While you wait to hear back about any potential sales roles you\u2019ve applied to, there\u2019s only one thing you should be doing to prepare for an interview: Do all the research on the sales process.<\/p>\n Knowing the ins and outs of the sales funnel<\/a>, how to prospect<\/a>, what lead qualification<\/a> looks like, along with any other sales timeline stuff, will help you feel like you\u2019re in familiar waters once you start your job.<\/p>\n So, if you find yourself in the middle of a free moment (or hour), use the time to read up on industry best practices, consume sales content (The Pipeline newsletter<\/a> is one of my faves), and, if possible, spend time connecting with experienced reps who can share real-world insights. Preparation can go a long way in making you primed for success.<\/p>\n <\/a> <\/p>\n Remember that blend of soft and technical skills that I mentioned earlier? Well, if you thought it wasn\u2019t that<\/em> important for your sales career, you slightly underestimated just how essential they really are.<\/p>\n In this section, I\u2019ll give you a bit more context into what developing these skills will mean for the trajectory of your sales career. I\u2019ve even researched how they\u2019ll separate you from other emerging sales folks. Scope out what I found below:<\/p>\n As I previously stated, working in sales isn\u2019t solely about having a great personality or being a decent conversationalist. It\u2019s about understanding and applying structured selling techniques.<\/p>\n Familiarity with popular sales methodologies<\/a> \u2014 SPIN Selling<\/a>, Challenger Sales<\/a>, Sandler Selling<\/a>, or Solution Selling<\/a> \u2014 can help you build stronger relationships with prospects and close deals more effectively. The best sales reps don\u2019t rely on guesswork; they follow proven frameworks to guide conversations, handle objections, and tailor their pitches to customer needs.<\/p>\n Customer Relationship Management (CRM) software is the backbone of any modern sales team.<\/p>\n Whether it\u2019s HubSpot\u2019s Sales Hub<\/a> or some other CRM, knowing how to track leads, manage pipelines, and analyze sales data will transform how you sell. Many employers look for CRM proficiency when hiring, so being comfortable with these tools will make you a more attractive candidate.<\/p>\n What worked last year in the sales industry might not work today. Welcome to the reality of modern selling.<\/p>\n Whether it\u2019s adjusting to changing buyer behaviors, new industry trends, or evolving sales technology, the best sales reps know how to pivot and experiment with new strategies. Being adaptable also means:<\/p>\n Gone are the days when sales were purely about gut instinct. Today, successful reps use data to drive their decisions.<\/p>\n Tracking conversion rates, identifying top-performing outreach strategies, analyzing customer behavior \u2026 you name it, a sales rep is likely doing it to sell smarter, not harder.<\/p>\n Understanding KPIs like lead-to-close ratio<\/a>, sales cycle length<\/a>, and customer acquisition cost (CAC)<\/a> will allow you to optimize your efforts and improve performance over time.<\/p>\n At its core, sales is about influence. Clearly articulating value, handling objections, and building trust with your prospects can (and will) make or break your success.<\/p>\n Persuasive communication isn\u2019t just about talking more. It\u2019s about listening, asking the right questions, and tailoring your message to what truly matters to your prospect.<\/p>\n <\/a> <\/p>\n Up to this point, I\u2019ve talked a lot about what you\u2019ve got to bring to the table to become a sales rep. However, it\u2019s finally time to switch gears and give you some insight into what you can expect after<\/em> landing your dream sales position.<\/p>\n According to Payscale<\/a>, the average base salary for business development representatives (BDRs) is about $53,000. That said, I already know what you\u2019re thinking: In today\u2019s economy, a $53,000 salary isn\u2019t the most appealing. But before you write off the role entirely, here are a few things you should keep in mind about earning potential in sales:<\/p>\n Source<\/a><\/em><\/p>\n To help you better gauge what the sales representative job landscape currently looks like, have a peek below at the various job listings I found from real-life employers.<\/p>\n There\u2019s a ton<\/em> to learn from these postings, not just about what you\u2019ll do but how much you\u2019ll get paid for it:<\/p>\n Source<\/a><\/em><\/p>\n Adobe posted this Business Development Representative<\/a> job. The pay range for this position is $70,200 \u2013 $112,900. This role emphasizes the following responsibilities and qualifications:<\/p>\n Source<\/a><\/em><\/p>\n HubSpot posted this Outbound Business Development Representative<\/a> job. The base salary for this position is $49,910 (with an on-target commission of $21,090). This role emphasizes the following responsibilities and qualifications:<\/p>\n Source<\/a><\/em><\/p>\n Impact.com posted this Business Development Representative<\/a> job. The base salary for this position is $76,500 (with on-target commission earnings included). This role emphasizes the following responsibilities and qualifications:<\/p>\n Source<\/a><\/em><\/p>\n This Sales Development Representative<\/a> job was posted by Webflow. The base salary for this position is $90,300 (with on-target commission earnings included). This role emphasizes the following responsibilities, experience, and qualifications:<\/p>\n <\/a> <\/p>\n Becoming a sales representative is part seeking out the right roles, part self-investment.<\/p>\n While scouring the internet for your next sales role, you should also plan to do some personal development. If you identify as a budding sales rep, scan through some of my proactive recommendations for getting prepped for industry expectations:<\/p>\n Sometimes, returning to the basics means getting the best perspective on what works. Reading books is a super valuable way for ambitious sales professionals to get wisdom from seasoned sales pros without hunting high and low for expert advice.<\/p>\n Many sales books are available on various topics, from developing an entrepreneurial mindset<\/a> to the psychological and behavioral aspects that affect sales success. Pick what best suits your needs, then read to learn from experienced professionals how to grow your skills and leverage your already-learned ones.<\/p>\n If you\u2019re unsure of what books to buy, here are a few to start with (from my bookshelf to yours):<\/p>\n\n
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<\/p>\n1. Prospecting.<\/h3>\n
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2. Pitching.<\/h3>\n
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3. Handling Objections.<\/h3>\n
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4. Negotiating.<\/h3>\n
5. Closing Deals.<\/h3>\n
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Sales Representative Requirements<\/h2>\n
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<\/p>\n1. An aspiring sales representative should have some form of education.<\/h3>\n
2. An aspiring sales representative should have a combination of soft and technical skills.<\/h3>\n
3. An aspiring sales representative should have some sales experience (don\u2019t take this too<\/em> literally \u2026 just stay with me).<\/h3>\n
4. An aspiring sales representative should have licenses and certifications (if applicable).<\/h3>\n
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5. An aspiring sales representative should have a strong understanding of the sales process.<\/h3>\n
Sales Representative Skills<\/h2>\n
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<\/p>\n1. Familiarity with sales methodologies.<\/h3>\n
2. Experience with CRMs.<\/h3>\n
3. Adaptability.<\/h3>\n
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4. Comfort with data analysis.<\/h3>\n
5. Persuasive communication.<\/h3>\n
Sales Representative Salary and Pay<\/h2>\n
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1. Business Development Representative at Adobe<\/h3>\n
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2. Outbound Business Development Representative at HubSpot<\/h3>\n
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3. Business Development Representative at Impact.com<\/h3>\n
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4. Sales Development Representative at Webflow<\/h3>\n
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How to Become a Sales Representative<\/h2>\n
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<\/p>\n1. Challenge yourself to read (or listen to) some sales books.<\/h3>\n
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2. Get inbound sales certified. Seriously.<\/h3>\n