OVERVIEW
What is a Sales Representative?
A sales representative interacts directly with customers throughout all phases of the sales process.They’reresponsible foridentifyinga customer’s needs, pitching relevant products or services, and ensuring they have a positive experience from start to finish.
In some cases, a sales associate will cold call prospects they find through business directories or client referrals. Other times, “warm” leads that have already expressed interest will beforwardedby their company’s marketing team. Being a successful sales rep requires building andmaintainingcustomer relationships, communicating effectively, and consistently seeking new business opportunities.
Because success is often tied directly to results, many sales representatives are expected to reach a quota each month.Accordingly, income often reflects performance. Ifyou’rethe type of person who wants to control your own financial destiny rather than working for a traditional fixed salary, this is a career to consider.
RESPONSIBILITIES
What Does a Sales Representative Do?
Sales representatives act as the frontline connection between a company and its customers, playing a direct role in business growth.From retail sales and service sales to roles where they sell products or negotiate contracts, you can find these professionals in a variety of positions. While sales rep job requirements vary from company to company, these are some common day-to-day responsibilities:
- Selling products or services to customers andrepresentingthe brand.This often involves asking questions toidentifycustomer needs, giving demos or presentations, andmaintaininglong-term relationships with clients.
- Generate leads andnew salesby reaching out through various channels such as email, phone, text, and social media.
- Negotiating and using persuasion techniquesto overcome objections andclose deals thatbenefitboth the company and the customer.
- Submitting and processing ordersto ensure customers receive the products or services they request on time.
- Participating in company meetingswith sales managers and other salesreps. Thisusually involves providing a recap of recent results and accomplishments to showthey’rehitting their quotas.
Because the sales industry is always evolving, successful sales representatives regularly engage in ongoing training, workshops, and networking events. These opportunities help them sharpen their skills, stay current with industry trends, and build a strong professional network.
Where Do Sales Representatives Work?
Sales reps can work in a variety of settings, depending on the company and type of sales. Common roles include:
- B2B sales:where they sell to other businesses. These sales representatives help clients find solutions that help them grow and improve their business operations and boost revenue.
- B2C sales:where they sell to individual customers. These sales agents focus on selling directly to end users.
- Inside sales:where a rep works out of their office (either on-site or at home) and sells through email and phone.
- Outside sales:where a repmeets withprospects in person face-to-face. This often involves having a particular territory a repis responsible formaintaining.
Sometimes there isanoverlap in these roles. For example, advertising sales agents are typically B2Band can work in either inside or outside sales roles depending on the company and client base.As remote work becomescommon, moresalesrolesofferflexible or hybrid options, especially in inside sales positions.
EDUCATION & BEST DEGREES
What Education Does a Sales Representative Need?
Thissalesprofessional role may not require employees to have a formal degree, and a basic high school diploma is enough to get hired. However, most experts agree thatit’sideal for prospective sales representatives to have at least a bachelor’s degree in business or marketing as it opens more doors. Abachelor’s degree in marketingfocuseson key skills like sales management, consumer behavior, communication, and branding—ideal for launching a sales career.
Ifyou’relooking for a more advanced degree that can potentially lead to a leadership role at some point in the future, you may want to opt for a master’s degree. Amaster of business administration(MBA)or even aMaster of Science Management and Leadershipare two great options to consider, as they can provide access to professional networks, practical experiences working with real-world business challenges and scenarios, and a higher-level understanding of business principles andleadership strategiesneeded to succeed.WGU’saccredited onlinebusiness degreeprograms are designed to help working professionals gain the knowledge and credentials needed to thrive in the sales industry.
Best Degrees for a Business Manager
Business
Business Management – B.S.
Hone your business acumen and garner added respect:...
Hone your business acumen and garner added respect:
- Time: 61%of graduates finish within 19 months
- Tuition:$3,830 per 6-month term
- Courses: 40 total courses in this program
Skills for your résumé this program will teach you include:
- Business communication
- Product development
- Decision making models
- Project management strategies
- Budgeting for business
This online degree program is an excellent choice for kick-starting your organizational management career.
Business
Marketing – B.S.
For those who want to lead brands and steer consumer markets:...
For those who want to lead brands and steer consumer markets:
- Time: 60%of graduates finish within 19 months.
- Tuition:$3850 per 6-month term.
- Courses: 37 total courses in this program.
Skills for your résumé you will learn in this program include:
- Communication
- Marketing
- Sales
- Management
- Project Management
- Product Management
Marketing is a creative and exciting field—and one where an undergraduate degree will open better opportunities.
Business
Management and Leadership – M.S.
An online master's degree focused on change management, innovation, and...
An online master's degree focused on change management, innovation, and leading teams:
- Time: 60%of graduates can finish in 17 months.
- Tuition:$4850 per 6-month term.
- Courses: 10 total courses in this program
Skills for your résumé that this program will teach you:
- Leadership
- Management
- Coordinating
- Communications
- Performance Management
- Planning
Develop a comprehensive suite of leadership skills and your confidence to navigate changing business structures.
Business
Master of Business Administration
The flexible MBA program you need, focused on business management,...
The flexible MBA program you need, focused on business management, strategy, and leading teams:
- Time:Graduates can finish in 12 months
- Tuition:$4850 per 6-month term
- Courses: 11 total courses in this program
Skills for your résumé you will learn in this program include:
- Leadership strategies
- Talent management
- Communication
- Data collection and interpretation
- Financial statements
Our competency-based model gives you an innovative learning experience you won't find anywhere else—and our MBA grads tell us they loved accelerating their program to see a faster ROI.
Business
Business Leadership Certificate
Enhance your résumé and take a step in your educational journey with the...
Enhance your résumé and take a step in your educational journey with the help of a leadership certificate from the School of Business.
- Time: 4months from start to finish.
- Cost:$1,125 for the certificate.
- Courses: 3 courses total in this program.
This program is for emerging leaders, however this program does not require a bachelor’s degree, and provides transferable credit towards a WGU degree program.
Whether you aspire to work for a Fortune 500 organization, a government agency, a non-profit organization, or a fast-paced start-up, this certificate can give you the keys to success in a variety of industries, including:
- Finance and Banking
- Healthcare
- Manufacturing
- IT
- Consulting
- Nonprofit
- Government
Business
B2B Sales Fundamentals Certificate
Enhance your résumé and progress in your educational journey with the help...
Enhance your résumé and progress in your educational journey with the help of a B2B Sales Fundamentals Certificate from the School of Business.
- Time:4months from start to finish.
- Cost:$799 for the certificate.
- Courses:3 courses total in this program.
This program is designed for those new to B2B sales or looking to pivot into a more client-facing role, however this program does not require a bachelor’s degree.
Whether you're pivoting from customer service, retail, operations, or support—or you're brand new to sales—this certificate prepares you for entry-level B2B selling roles across industries like:
- Technology and Software
- Manufacturing
- Business Services
- Logistics and Supply Chain
- Healthcare
How Much Does a Sales Representative Make?
$60,242
As of October 2025, sales representatives earn an average annual salary of around $60,242, according to. Income ranges from $42,385 for entry-level roles, and top earners bring in around $76,993.
Factorsdetermineearning potential, include:
- Location.Sales reps in larger markets often earn higher salaries than those in smaller regions.
- Education.Earning a degree canleadto more opportunities and higher pay, especially for those in technical sales.
- Certifications.Professional certifications can boost credibility, opportunities, and earning potential.
- Experience.As with most careers, more experience often correlates to higher compensation.
What Is the Projected Job Growth?
1%
There are a few factors that influence the demand and opportunities for individuals working as sales reps, such as market trends, macroeconomic factors, major employers (e.g.government), and sociological changes. According to the BLS,there’sa projected 1% growth in this career field. While that number may seem modest, there are aboutprojectedeach year.
While advances in AI and automation may limit growth in some sectors, overall volume will continue toriseand online sales are expected to complement, rather than replace, in-person selling. With rapid advancements in technology like CRM platforms and video conferencing software, inside sales reps are highly in-demand at the moment, which makes this a particular area of salesto focuson when pursuing this career.
SKILLS
What Skills Does a Sales Representative Need?
There are a wide range of skills that contribute to the success of sales reps. Here are some of the most important:
- Strong interpersonal skills.Sales reps need a mix of verbal communication and listening skills, along with the ability to articulate how a product or service meets a customer’s needs.
- Critical thinking skills.They must be able toidentifya prospect’s problems and quicklycome up witheffective, value-based solutions.
- Presentation skills.Product or service demos are often part of this role, and reps must be able to clearly explain core features and benefits to prospective and existing customers.
- Negotiation.Sales representatives regularly face objections and concerns fromleads, andmust be adept at negotiating and closing deals thatbenefitboth the customer and the company.
- Relationship management.Building, nurturing, andmaintainingrelationships helps ensure a positive customer experience.
- Product knowledge.A solid understanding of a company's products is essential for guiding prospective customers through the sales pipeline.
- Technicalproficiency.Successful sales professionals use CRM tools like Salesforce to track leads, manage customer data, and collaborate with their sales team.
Our Online University Degree Programs Start on the First of Every Month, All Year Long
No need to wait for spring or fall semester. It's back-to-school time at WGU year-round. Get started by talking to an Enrollment Counselor today, and you'll be on your way to realizing your dream of a bachelor's or master's degree—sooner than you might think!
Next Start Date
{{startdate}}
Interested in Becoming a Sales Representative?
Learn more about degree programs that can prepare you for this meaningful career.
