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Become An Inside Sales Representative

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Working As An Inside Sales Representative

  • Selling or Influencing Others
  • Communicating with Persons Outside Organization
  • Establishing and Maintaining Interpersonal Relationships
  • Getting Information
  • Communicating with Supervisors, Peers, or Subordinates
  • $47,549

    Average Salary

What Does An Inside Sales Representative Do

An Inside Sales Representative interacts with existing customers primarily by phone to increase the sales of an organization's products and/or services. They also maintain and improve quality results through following standards and procedures.

How To Become An Inside Sales Representative

Educational requirements vary, depending on the type of product sold. If the products are not scientific or technical, a high school diploma is generally enough for entry into the occupation. If the products are scientific or technical, sales representatives typically need at least a bachelor's degree.

Education

A high school diploma is sufficient for many positions, primarily for selling nontechnical or scientific products. However, those selling scientific and technical products typically must have a bachelor's degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is often required.

Many sales representatives attend seminars in sales techniques or take courses in marketing, economics, communication, or even a foreign language to improve their ability to make sales.

Training

Many companies have formal training programs for beginning wholesale and manufacturing sales representatives that last up to 1 year. In some programs, trainees rotate among jobs in plants and offices to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.

New employees may be trained by going along with experienced workers on their sales calls. As they gain familiarity with the firm's products and clients, the new workers gain more responsibility until they eventually get their own territory.

Licenses, Certifications, and Registrations

Many in this occupation have either the Certified Professional Manufacturers' Representative (CPMR) certification or the Certified Sales Professional (CSP) certification, both offered by the Manufacturers' Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.

Other Experience

Although not required, sales experience can be helpful, particularly for nontechnical positions.

Advancement

Frequently, promotion takes the form of an assignment to a larger account or territory, where commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales supervisor, district manager, or vice president of sales. For more information on these positions, see the profile on sales managers.

Important Qualities

Customer-service skills. Sales representatives must be able to listen to the customer’s needs and concerns before and after the sale.

Interpersonal skills. Sales representatives must be able to work well with many types of people. They must be able to build good relationships with clients and with other members of the sales team.

Self-confidence. Sales representatives must be confident and persuasive when making sales presentations. In addition, making a call to a potential customer who is not expecting to be contacted, or “cold calling,” requires confidence and composure.

Stamina. Sales representatives are often on their feet for long periods of time and may carry heavy sample products.

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Inside Sales Representative jobs

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Real Inside Sales Representative Salaries

Job Title Company Location Start Date Salary
Inside Sales Representative Celanese International Irving, TX Mar 18, 2015 $93,454
District Manager Inside Sales Representative Schneider Electric It USA, Inc. Miami, FL Sep 30, 2015 $85,000 -
$110,000
District Management Inside Sales Representative Schneider Electric It USA, Inc. Miami, FL May 26, 2016 $85,000 -
$110,000
Inside Sales REP 5 Symantec Corporation Mountain View, CA Oct 01, 2010 $83,025
Inside Sales Representative Google Inc. Mountain View, CA Nov 10, 2014 $77,542
Inside Sales Representative-Outbound UL LLC (UL Verification Services Inc., Subsidiary) Fremont, CA Mar 11, 2015 $70,000
CNG Inside Sales Representative Cisco Systems, Inc. San Francisco, CA Nov 20, 2013 $68,931 -
$94,800
Inside Sales Representative Illumina, Inc. San Diego, CA Apr 15, 2016 $65,936 -
$85,936
Inside Sales Representative III (Sales Engineer) Vignette Corporation Austin, TX Feb 07, 2010 $65,000
Inside Sales Representative Illumina, Inc. Apex, NC Aug 16, 2016 $64,605 -
$80,000

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Top Skills for An Inside Sales Representative

ProductKnowledgeCustomerServiceSalesTerritorySalesRepsMonthlySalesGoalsCustomerBaseNewAccountsEnsureCustomerSatisfactionOutboundCallsCRMCustomerRelationsPurchaseOrdersSalesforceInternetColdCallsNewCustomersSalesQuotaInboundCallsPotentialCustomersOrderEntry

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Top Inside Sales Representative Skills

  1. Product Knowledge
  2. Customer Service
  3. Sales Territory
You can check out examples of real life uses of top skills on resumes here:
  • provided product knowledge to customers including fabrication details, material grades and specifications
  • Provide excellent customer service skills to all customers by taking ownership and helping resolve issues.
  • Developed a sales territory selling children's books to public libraries and schools nationwide over the phone.
  • Supported 6 outside sales reps, responding to numerous inquiries for price and delivery information.
  • Open new accounts, inform company policy to our new customer on boarding and complete monthly sales goals.

Top Inside Sales Representative Employers