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How to hire a b2b sales representatives

B2b sales representatives hiring summary. Here are some key points about hiring b2b sales representatives in the United States:

  • In the United States, the median cost per hire a b2b sales representatives is $1,633.
  • It takes between 36 and 42 days to fill the average role in the US.
  • Human Resources use 15% of their expenses on recruitment on average.
  • On average, it takes around 12 weeks for a new b2b sales representatives to become settled and show total productivity levels at work.

How to hire a b2b sales representatives, step by step

To hire a b2b sales representatives, you should clearly understand the skills and experience you are looking for in a candidate, and allocate a budget for the position. You will also need to post and promote the job opening to reach potential candidates. Here's a step-by-step guide on how to hire a b2b sales representatives:

Here's a step-by-step b2b sales representatives hiring guide:

  • Step 1: Identify your hiring needs
  • Step 2: Create an ideal candidate profile
  • Step 3: Make a budget
  • Step 4: Write a b2b sales representatives job description
  • Step 5: Post your job
  • Step 6: Interview candidates
  • Step 7: Send a job offer and onboard your new b2b sales representatives
  • Step 8: Go through the hiring process checklist

What does a b2b sales representatives do?

Business-to-business (B2B) sales representatives are in charge of pursuing and securing sales with businesses. Their responsibilities revolve around performing research and analysis to generate leads, devising strategies in reaching out to clients and identifying their needs, developing business plans, and negotiating contract terms. Moreover, B2B sales representatives may perform calls and correspondence, arrange appointments or meetings, and offer products or services in adherence to the company's policies and regulations, including its vision and mission.

Learn more about the specifics of what a b2b sales representatives does
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  1. Identify your hiring needs

    Before you post your b2b sales representatives job, you should take the time to determine what type of worker your business needs. While certain jobs definitely require a full-time employee, it's sometimes better to find a b2b sales representatives for hire on a part-time basis or as a contractor.

    Determine employee vs contractor status
    Is the person you're thinking of hiring a US citizen or green card holder?

    A b2b sales representatives's background is also an important factor in determining whether they'll be a good fit for the position. For example, b2b sales representatives from different industries or fields will have radically different experiences and will bring different viewpoints to the role. You also need to consider the candidate's previous level of experience to make sure they'll be comfortable with the job's level of seniority.

    This list shows salaries for various types of b2b sales representatives.

    Type of B2B Sales RepresentativesDescriptionHourly rate
    B2B Sales RepresentativesWholesale and manufacturing sales representatives sell goods for wholesalers or manufacturers to businesses, government agencies, and other organizations. They contact customers, explain product features, answer any questions that their customers may have, and negotiate prices.$23-42
    Territory RepresentativeA territory representative is responsible for selling the company's goods and services within a designated area, negotiating offers with potential clients, and identifying business opportunities according to market trends and customer demands. Territory representatives analyze the sales performance and strategize techniques to reach sales targets by coordinating with the whole sales team... Show more$14-24
    Pharmaceutical Sales RepresentativeThe job of pharmaceutical sales representatives is to inform and educate doctors about a company's medical and pharmaceutical products. They serve as the link between a company and healthcare professionals to hit sales targets... Show more$20-52
  2. Create an ideal candidate profile

    Common skills:
    • Customer Service
    • CRM
    • PowerPoint
    • Business-To-Business Sales
    • Customer Retention
    • HR
    • Account Management
    • Business Development
    • Digital Marketing
    • Sales Training
    • Sales Presentations
    • C-Level
    • Product Knowledge
    • Excellent Time Management
    Check all skills
    Responsibilities:
    • Generate new business via cold-call prospecting, telemarketing, leads and referrals.
    • Operate Salesforce and manage opportunities accordingly.
    • Join newly form emerging markets field sales team selling SaaS software/solutions to the emerging nonprofit marketplace.
    • Maintain customer records through SalesForce.
    • Present solutions face to face and/or demonstrate (SaaS) tools online.
    • Implement a VOIP phone system to streamline lead management, and to integrate with CRM.
    More b2b sales representatives duties
  3. Make a budget

    Including a salary range in the b2b sales representatives job description is a good way to get more applicants. A b2b sales representatives salary can be affected by several factors, such as the location of the job, the level of experience, education, certifications, and the employer's prestige.

    For example, the average salary for a b2b sales representatives in New Mexico may be lower than in Wyoming, and an entry-level engineer typically earns less than a senior-level b2b sales representatives. Additionally, a b2b sales representatives with lots of experience in the field may command a higher salary as a result.

    Average b2b sales representatives salary

    $65,833yearly

    $31.65 hourly rate

    Entry-level b2b sales representatives salary
    $48,000 yearly salary
    Updated December 24, 2025

    Average b2b sales representatives salary by state

    RankStateAvg. salaryHourly rate
    1Nevada$78,372$38
    2North Carolina$75,472$36
    3New Jersey$73,434$35
    4Minnesota$73,147$35
    5Washington$71,521$34
    6Wisconsin$70,647$34
    7Utah$70,421$34
    8South Carolina$70,094$34
    9Illinois$69,665$33
    10California$68,927$33
    11Colorado$67,912$33
    12Iowa$67,329$32
    13Florida$66,587$32
    14Maine$66,010$32
    15Arizona$65,990$32
    16Kansas$65,681$32
    17Maryland$65,326$31
    18Ohio$65,085$31
    19New York$63,788$31
    20Michigan$63,736$31

    Average b2b sales representatives salary by company

    RankCompanyAverage salaryHourly rateJob openings
    1City National Bank$93,162$44.79
    2American Residential Services$86,958$41.8159
    3Rollins$73,372$35.273
    4Coverall$71,916$34.5827
    5Parker Global Strategies$68,106$32.7472
    6Meier Architecture • Engineering$67,283$32.35
    7RevLocal$66,406$31.93
    8Residents of the Town of Durham, CT$66,369$31.91
    9Ibg Holdings LLC$66,185$31.82
    10NORTH$66,152$31.80
    11ROWE$66,102$31.78
    121 800 Postcards, Inc.$65,863$31.66
    13Skyline Exhibits$65,847$31.66
    14Keystone Automotive Operations$65,841$31.654
    15Culligan$65,778$31.6249
    16NMGI$65,712$31.59
    17CyberCoders$65,333$31.412
    18Spectrum$65,292$31.394
    19Eliot Management Group$65,263$31.38
    20ADP$65,061$31.28245
  4. Writing a b2b sales representatives job description

    A good b2b sales representatives job description should include a few things:

    • Summary of the role
    • List of responsibilities
    • Required skills and experience

    Including a salary range and the first name of the hiring manager is also appreciated by candidates. Here's an example of a b2b sales representatives job description:

    B2b sales representatives job description example

    On average, 1 out of 3 first-time Eliot Sales Representatives sell their first deal in just 5 days.

    What’s in it for you?

    · Get paid 24-72 hours after each deal!

    · Generous Quick Start Compensation – Double commissions per deal you submit

    · Monthly contests and bonuses to put more money in your pocket

    · Continuous on the job training and support from Sales Office Managers

    · Uncapped residuals

    · Benefits enrollment and coverage upon hire (medical, vision, dental, 401k and more)

    · Fast track to leadership –we promote from within

    What you will be doing?

    You will be generating leads and selling payment solutions to local business owners including retail, restaurant and various professional services. Monday through Friday from 8am til 5pm.

    · Be the face of Eliot and build relationships in your community by providing modern and technology focused payment solutions to business owners

    · Selling a complete product offering that provides multiple opportunities to make a sale and meet the needs of the customer

    · Gaining the trust of the business owner; Eliot is here to help increase revenue growth and streamline their business operations

    · Managing your daily schedule and the sales cycle from start to finish

    · Proactively manage accounts

    If you love your community and enjoy making money while helping business owners find the right solution for their business –then we want to speak to you. Don’t have any prior payments experience? That’s perfectly fine. You will work closely with your Sales Development Leader to learn the ropes and the path to become one of Eliot’s Elite.

    Want more? Become the catalyst for small business success in your community by practicing the EMG Way.

    The EMG Way is how we conduct business, treat others, interact with our customers, and how we support our communities. ­–We’re neighbors. We’re always here. We’re secure. We’re advanced.

    Not only do these set of promises outline what to expect from working with EMG, but what our merchants and employees can hold us accountable to.

    EMG by Deluxe is an Equal Opportunity / Affirmative Action employer:

    All qualified applicants will receive consideration for employment without regard to race, color, creed, religion, disability, sex, age, ethnic or national origin, marital status, sexual orientation, gender identity or presentation, pregnancy, genetics, veteran status or any other status protected by state or federal law.

    EOE/Minorities/Females/Vet/Disability

    Company DescriptionEliot Management Group (EMG) is an industry leader in merchant services. For over 20 years, we have provided over 20,000 businesses nationwide with a unique combination of credit/debit card processing services, local one-on-one representation and local support. EMG is rapidly expanding its national sales force.
  5. Post your job

    There are a few common ways to find b2b sales representatives for your business:

    • Promoting internally or recruiting from your existing workforce.
    • Ask for referrals from friends, family members, and current employees.
    • Attend job fairs at local colleges to meet candidates with the right educational background.
    • Use social media platforms like LinkedIn, Facebook, and Twitter to recruit passive job-seekers.
    Post your job online:
    • Post your b2b sales representatives job on Zippia to find and attract quality b2b sales representatives candidates.
    • Use niche websites such as salesjobs, salesheads, allretailjobs.com, sales trax.
    • Post a job on free websites.
  6. Interview candidates

    To successfully recruit b2b sales representatives, your first interview needs to engage with candidates to learn about their interest in the role and experience in the field. You can go into more detail about the company, the role, and the responsibilities during follow-up interviews.

    Remember to include a few questions that allow candidates to expand on their strengths in their own words. Asking about their unique skills might reveal things you'd miss otherwise. At this point, good candidates can move on to the technical interview.

    The right interview questions can help you assess a candidate's hard skills, behavioral intelligence, and soft skills.

  7. Send a job offer and onboard your new b2b sales representatives

    Once you've selected the best b2b sales representatives candidate for the job, it's time to write an offer letter. In addition to salary, this letter should include details about the benefits and perks you offer the candidate. Ensuring that your offer is competitive is essential, as qualified candidates may be considering other job opportunities. The candidate may wish to negotiate the terms of the offer, and you should be open to discussion. After you reach an agreement, the final step is formalizing the agreement with a contract.

    It's equally important to follow up with applicants who don't get the job with an email letting them know that the position has been filled.

    Once that's done, you can draft an onboarding schedule for the new b2b sales representatives. Human Resources should complete Employee Action Forms and ensure that onboarding paperwork is completed, including I-9s, benefits enrollment, federal and state tax forms, etc. They should also ensure that new employee files are created for internal recordkeeping.

  8. Go through the hiring process checklist

    • Determine employee type (full-time, part-time, contractor, etc.)
    • Submit a job requisition form to the HR department
    • Define job responsibilities and requirements
    • Establish budget and timeline
    • Determine hiring decision makers for the role
    • Write job description
    • Post job on job boards, company website, etc.
    • Promote the job internally
    • Process applications through applicant tracking system
    • Review resumes and cover letters
    • Shortlist candidates for screening
    • Hold phone/virtual interview screening with first round of candidates
    • Conduct in-person interviews with top candidates from first round
    • Score candidates based on weighted criteria (e.g., experience, education, background, cultural fit, skill set, etc.)
    • Conduct background checks on top candidates
    • Check references of top candidates
    • Consult with HR and hiring decision makers on job offer specifics
    • Extend offer to top candidate(s)
    • Receive formal job offer acceptance and signed employment contract
    • Inform other candidates that the position has been filled
    • Set and communicate onboarding schedule to new hire(s)
    • Complete new hire paperwork (i9, benefits enrollment, tax forms, etc.)
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How much does it cost to hire a b2b sales representatives?

Recruiting b2b sales representatives involves both the one-time costs of hiring and the ongoing costs of adding a new employee to your team. Your spending during the hiring process will mostly be on things like promoting the job on job boards, reviewing and interviewing candidates, and onboarding the new hire. Ongoing costs will obviously involve the employee's salary, but also may include things like benefits.

The median annual salary for b2b sales representatives is $65,833 in the US. However, the cost of b2b sales representatives hiring can vary a lot depending on location. Additionally, hiring a b2b sales representatives for contract work or on a per-project basis typically costs between $23 and $42 an hour.

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