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Job outlook for sales experts in the United States
Sales expert job growth summary. After extensive research, interviews, and analysis, Zippia's data science team found that:
The projected sales expert job growth rate is 0% from 2018-2028.
About 1,900 new jobs for sales experts are projected over the next decade.
Sales expert salaries have increased 19% for sales experts in the last 5 years.
There are over 34,785 sales experts currently employed in the United States.
There are 300,730 active sales expert job openings in the US.
The average sales expert salary is $37,667.
Are sales expert jobs in demand?
Sales Expert job and salary trends over time
Sales Expert jobs over time
Sales Expert job growth rate over time
| Year | # Of Jobs | % Of Population |
|---|---|---|
| 2021 | 34,785 | 0.01% |
| 2020 | 34,552 | 0.01% |
| 2019 | 40,469 | 0.01% |
| 2018 | 41,626 | 0.01% |
| 2017 | 41,648 | 0.01% |
Average sales expert salary over time
Sales Expert salary by year
| Year | Avg. Salary | Hourly Rate | % Change |
|---|---|---|---|
| 2025 | $37,667 | $18.11 | +7.2% |
| 2024 | $35,122 | $16.89 | +4.3% |
| 2023 | $33,661 | $16.18 | +4.3% |
| 2022 | $32,284 | $15.52 | +2.3% |
| 2021 | $31,547 | $15.17 | +4.1% |
Sales Expert jobs by state
Most common states for sales experts
| Rank | State | Population | # of Jobs | Employment/ 1000ppl |
|---|---|---|---|---|
| 1 | New Hampshire | 1,342,795 | 763 | 57% |
| 2 | District of Columbia | 693,972 | 382 | 55% |
| 3 | Massachusetts | 6,859,819 | 3,626 | 53% |
| 4 | Delaware | 961,939 | 495 | 51% |
| 5 | Maine | 1,335,907 | 649 | 49% |
| 6 | Maryland | 6,052,177 | 2,853 | 47% |
| 7 | Virginia | 8,470,020 | 3,625 | 43% |
| 8 | Connecticut | 3,588,184 | 1,560 | 43% |
| 9 | Pennsylvania | 12,805,537 | 5,222 | 41% |
| 10 | Alabama | 4,874,747 | 1,976 | 41% |
| 11 | Rhode Island | 1,059,639 | 439 | 41% |
| 12 | Georgia | 10,429,379 | 4,125 | 40% |
| 13 | Florida | 20,984,400 | 8,140 | 39% |
| 14 | North Carolina | 10,273,419 | 4,028 | 39% |
| 15 | New Jersey | 9,005,644 | 3,493 | 39% |
| 16 | Indiana | 6,666,818 | 2,605 | 39% |
| 17 | Kentucky | 4,454,189 | 1,726 | 39% |
| 18 | Iowa | 3,145,711 | 1,214 | 39% |
| 19 | Vermont | 623,657 | 246 | 39% |
| 20 | Utah | 3,101,833 | 1,143 | 37% |
Most common cities for sales experts
| Rank | City | # of Jobs | Employment/ 1000ppl | Avg. Salary |
|---|---|---|---|---|
| 1 | Cabot | 3 | 12% | $35,935 |
| 2 | Casa Grande | 3 | 6% | $39,902 |
| 3 | Salina | 3 | 6% | $34,845 |
| 4 | Beverly Hills | 2 | 6% | $45,052 |
| 5 | Scottsdale | 4 | 2% | $39,524 |
| 6 | Little Rock | 3 | 2% | $36,077 |
| 7 | Mobile | 3 | 2% | $35,590 |
| 8 | Clearwater | 2 | 2% | $37,480 |
| 9 | Mesa | 3 | 1% | $39,624 |
| 10 | Phoenix | 4 | 0% | $39,672 |
| 11 | Los Angeles | 3 | 0% | $45,073 |
Sales Expert job outlook: Expert opinions
Our panel of sales expert experts
Weber State University
University of Maryland - College Park
Southern Illinois University Edwardsville
University of Northwestern Ohio
Valparaiso University
Nazareth College of Rochester
Florida State University
Saint Xavier University - Chicago, IL
University of Hawaii at Manoa
The University of Findlay
University of Mount Union
Landmark College
Franklin and Marshall College
California State University Channel Islands
Penn State Behrend
University of North Carolina at Asheville
Drexel University, Antoinette Westphal College of Media Arts & Design
Ryan McKeehan
Weber State University
General Sales, Merchandising And Related Marketing Operations
What Sales Expert skills would you recommend for someone trying to advance their career?
Ryan McKeehan: At the start of one’s career, there are numerous ways to maximize one’s salary potential. One way is to change jobs every few years. The traditional stigma around job hopping has diminished, and each job change can bring new opportunities for salary upgrades and skill acquisition. By demonstrating a willingness to work hard and continuously upgrade skills, one can develop rare and valuable expertise that will be in high demand, opening doors to better opportunities and higher earnings.
What Sales Expert skills would you recommend for someone trying to advance their career?
Dr. Kathleen Kelly: Maximizing your salary potential requires research, flexibility, and being your best advocate.
E. Duff Wrobbel Ph.D.
ChairSouthern Illinois University Edwardsville
Communication And Media Studies
What Sales Expert skills would you recommend for someone trying to advance their career?
E. Duff Wrobbel Ph.D.: All things social media are important, and so writing skills still matter.
What will help Sales Experts increase their earning potential?
E. Duff Wrobbel Ph.D.: With this major, probably the best salaries are from sales jobs, which many people shy away from because they think only of hustling used cars, but sales can be very good work.
What general advice would you give to a Sales Expert?
Peter Weiss Ph.D., P.E.: Interpersonal skills and communication will become more important, but they have been very important for a very long time. Additionally, computer skills will also become more important. For example, learning CAD software or software specific to your area of work will become more important. In a combination of interpersonal skills and computer skills, learning how to stay connected with colleagues, your employer, and your superiors in this post-Covid time period will become more important. While it rarely occurred prior to Covid, it is common now for people to work remotely for at least some of the work week. It used to be that if you had a question you could walk down the hallway and ask a colleague but, with remote work occurring more frequently, this is becoming more difficult. So, it will be more important, especially for new graduates, to be able to maintain these lines of communication, build relationships, and communicate clearly while they and/or their colleagues are working remotely.
What Sales Expert skills would you recommend for someone trying to advance their career?
Peter Weiss Ph.D., P.E.: There is a lot of advice I would share with a new graduate. This includes the following:
Never pass up an opportunity to learn something new. Every situation you find yourself in will provide learning opportunities.
Although it's important to learn when to say no, be very careful when turning down an opportunity. You never know what doors will open when you say yes to something.
Find and develop a unique skill set or ability to set yourself apart in the office.
Always behave in a professional manner and maintain good relationships with other engineers you work with or have encountered (even when switching jobs for any reason)
What will help Sales Experts increase their earning potential?
Peter Weiss Ph.D., P.E.: There is a lot of advice I would share with a new graduate. This includes the following:
Never pass up an opportunity to learn something new. Every situation you find yourself in will provide learning opportunities.
Although it's important to learn when to say no, be very careful when turning down an opportunity. You never know what doors will open when you say yes to something.
Find and develop a unique skill set or ability to set yourself apart in the office.
Always behave in a professional manner and maintain good relationships with other engineers you work with or have encountered (even when switching jobs for any reason)
What general advice would you give to a Sales Expert?
Scott Lail PhD, MBA, CPA, CFE, CGMA, SPHR: There are some things you can do to help maximize your salary potential. Some of
these require more effort than others, but include:
Have professional-appearing resumes, cover letters, references, and other
requested documents that showcase your qualifications for each specific position
that you apply. The sooner you can convey your qualifications and make the
connection between your qualifications and a specific position’s needs, the better
positioned you are when you start the selection and salary offering/negotiation
process
Seek out external sources (such as salary guides) to get an understanding of the
salary ranges for the type of positions you are applying to have a comparison
point. Many salary guides can be adjusted for location to help account for
changes in cost of living
Examine job postings for similar positions from other organizations in the same
general area to get an idea of the salary and other benefits that are being offered
to have for comparison purposes
Review and/or inquire about how the current opening you may be applying for
typically progresses into other opportunities for growth and the timeline for that
growth. This could help in balancing an immediate salary offering for a first
position with what should be expected to be received after a 1-2 year period to
get more of a yearly average. The faster the opportunity for advancement, the
more impact this could have on maximizing overall salary potential
What Sales Expert skills would you recommend for someone trying to advance their career?
Scott Lail PhD, MBA, CPA, CFE, CGMA, SPHR: Some skills that will become more important will be very specific to a certain role. However,
some of the more general skills that will impact most roles to at least some degree will
include:
Being proficient with technology and keeping updated with the latest technical tools
Knowing how to utilize and interpret data into useful and reliable information
Communicating in ways that are respectful, while also efficient and effective
Showing flexibility in regards to working with people and with processes
Developing self-management skills, which will help deal with stress and build up
resilience/determination to succeed
Respecting personal time
What will help Sales Experts increase their earning potential?
Scott Lail PhD, MBA, CPA, CFE, CGMA, SPHR: I think, like many other things in life, it is important to treat beginning and maintaining a
professional career as a continuous process and not just having to find a job when one is
needed. This process should include many elements that include the following:
Prepare yourself that it takes a lot of effort to get into a career and to get a career
path started. Starting out, there will be more “no” than “yes” responses received.
Remember, the better careers will normally be more difficult to get into and receiving
a “no” is no reflection on your worth as a person. It just means it is not the right
opportunity at that specific time for you
Seek out opportunities to interact with individuals either in your desired field or
organization and see what information can be gained to help you have a clearer
understanding of what that industry/organization values and entails
Make connections with individuals as you meet them, even if knowing them does not
meet an immediate need, and try to be as helpful to the connections as you would
hope that the connection would be to you. Professional Social Media sites such as
LinkedIn are a great way to organize and maintain these connections
Focus on building relationships with individuals at all levels of your organization/field.
This is a great way to practice interpersonal skills and you may also be surprised at
what you can learn from individuals at multiple levels (not just the top level) of your
field/organization
Look for opportunities to continuously develop knowledge and skills within your field.
The key is to make sure these opportunities are being offered by reliable and
relevant sources. A lot of fields have organizations that help promote continuous
learning opportunities and where reputable sources can be located
Don’t take the “little things” for granted. Although some things are just expected, it is
important to make sure you are doing them. It is important to note most of these do
not require special skills at all. They include: be timely, be respectful, be honest
(including when you make mistakes), be positive/optimistic, be appreciative, be
focused, and be committed
Set goals and communicate those goals as appropriate with leadership in your
field/organization. “SMART” goals are a great way to help keep focused and
progressing. Having a Personal Development Plan in addition to one specifically for
your organization can guide you to your long-term goals
What general advice would you give to a Sales Expert?
Meagan Glasco M.S., M.R.: As technology evolves rapidly, the significance of universal skills, not bound to particular platforms, will become more important. In particular, the ability and interest to engage in lifelong learning will become more important than ever before. Professionals will need to recognize areas within their industry that are undergoing transformation and proactively pursue new knowledge, integrating it into their work.
What Sales Expert skills would you recommend for someone trying to advance their career?
Meagan Glasco M.S., M.R.: New graduates can optimize their salary potential by employing three key strategies. First, doing research into their value in the job market and the specific role they're pursuing enables informed negotiation. Second, possessing the ability to articulate their value through highlighting relevant skills and experiences enhances their bargaining position. Finally, integrating their research and communication skills into self-advocacy during the job search and when negotiating job offers will help new graduates optimize their salary potential.
What will help Sales Experts increase their earning potential?
Meagan Glasco M.S., M.R.: I encourage graduates to connect with professionals in their field through LinkedIn, networking events, and/or alumni connections at their schools. Graduates can initiate conversations and schedule coffee or Zoom meetings to learn about roles in their industry of choice. Engaging with professionals currently working in graduates’ industry of choice will provide invaluable insight into essential skills, refine their career interests, and expand their network. The opportunity to hear real-life experiences shared by professionals is irreplaceable for graduates beginning their careers.
Jon-Paul McCool
Associate Professor of Geography; Environmental Science Program CoordinatorValparaiso University
Natural Resources Conservation And Research
What general advice would you give to a Sales Expert?
Jon-Paul McCool: In terms of technical skills, the ability to utilize GIS for more than basic mapping. The ability to do more in depth analytical processes and to utilize the mobile components to the software. However, employers are stressing the need for new employees to have drive and individual initiative. Soft skills associated with independence, and the ability to learn on your own are going to be essential.
What Sales Expert skills would you recommend for someone trying to advance their career?
Jon-Paul McCool: It is important to remember that the only person who can push your career forward is you. You have to go to places and events to get exposure to opportunities and you have to be willing to potentially move and learn new things. You really have to want to move forward with your career and you have to take a vested interest in it by pursuing additional learning opportunities such as workshops, joining professional organizations and attending meetings, volunteering, etc. A degree alone only distinguishes you from those who didn't graduate. How are you going to stand out compared to the thousands of others graduating across the country with the same major?
What will help Sales Experts increase their earning potential?
Jon-Paul McCool: Utilize your time as an undergraduate student to set yourself apart. Do some kind of research project that can show your ability to do more than only the assigned work in classes. Utilize your summers to gain additional experience by working relevant jobs and internships. To all extents possible, do not limit yourself spatially. Be willing to travel to far flung locations, at least for a few years, to gain relevant experience after graduating rather than being tied to one specific location or region. You are far more employable with a couple years experience rather than straight out of school.
Timothy Kneeland
Professor and Chair History, Politics, and LawNazareth College of Rochester
History
What general advice would you give to a Sales Expert?
Timothy Kneeland: Your resume should be as thorough as possible so that you can advocate for the highest salary in your range. Be sure to weed out things on your resume that do not fit the job you are seeking. Once you are hired, make yourself indispensable, and prepare for your biannual or annual review by preparing a list of accomplishments. Sometimes your supervisors are distracted and do not know about all your efforts. You need to remind them in a friendly and professional manner.
What Sales Expert skills would you recommend for someone trying to advance their career?
Timothy Kneeland: Take every opportunity that you can to learn new skills and to take initiative in different situations. Do not shy away from taking on new tasks that could lead to a promotion or could be invaluable in a later career.
Try to remember that institutions change slowly and that if you are smart, personable, and persistent, you can be the one to make beneficial changes to the organization that hired you. You have to build trust and relationships first.
Network! Go out of your way to meet people in your organization. Spend time having lunch with people. Get to know them and, if possible, find a mentor in your new position.
What will help Sales Experts increase their earning potential?
Timothy Kneeland: Your resume should be as thorough as possible so that you can advocate for the highest salary in your range. Be sure to weed out things on your resume that do not fit the job you are seeking. Once you are hired, make yourself indispensable, and prepare for your biannual or annual review by preparing a list of accomplishments. Sometimes your supervisors are distracted and do not know about all your efforts. You need to remind them in a friendly and professional manner.
C. Darren Brooks Ph.D.
Assistant Department Chair and Executive Director, Center for Human Resource ManagementFlorida State University
Department of Management and the Center for Human Resource Management
What are the biggest trends we'll see in the Sales Expert job market given the pandemic?
C. Darren Brooks Ph.D.: The positive is that many companies are recruiting and hiring. The most noticeable trend is the is the impact of remote work and more specifically, how this has changed the nature in which many companies are interviewing, onboarding of new employees, and employee mobility. In terms of interviewing, interacting with potential employers via web-enable platforms requires job applicants to be attuned to details such as lighting, sound volume, environmental distractions that are not common with in-person interviews. Additionally, many employment events such as job fairs are virtual resulting in a much different experience for both the applicant and the employer. Getting comfortable with communicating in a clear and cogent way remotely is a key skill to develop. In fact, our Career Center at Florida State offers job search and interviewing sessions to help students and alumni develop better virtual interviewing skills.
Onboarding is another area that has seen a change as a result of the pandemic. While onboarding new employees through online programs what is a more recent change is the lack of physical support during the onboarding process. We know that onboarding is a critical period for employees as they are getting to know the company, job expectations, culture, how work is done, etc. Managing the onboarding process in a remote environment requires more deliberate action on the part of HR, supervisors, and the employee. In other words, we cannot rely on an employee walking down the hall to ask questions about an assignment or who to contact to obtain essential job information. Planned, regularly schedule interactions during the first few months to ensure expectations are understood, that the employee feels a part of the organization, and job-related questions can be addressed can help to alleviate feelings of uncertainty, frustration, stress, and alienation.
Lastly, we have noticed employment mobility decreasing over the past four to five years. In fact, data on migration and geographic mobility monitored by the U.S. Census found that as recently as 2018 only 9.8 percent of adults reported relocating which is down 10.2 percent from 1985[1]. Based on my research and consulting work, there are numerous reasons for this trend. First, individuals are making family-based choices not to move based on family considerations such as being nearby to assist with an aging parent or having a desire to stay close to family. Second, work and family balance have emerged as a key factor when deciding to relocate for work. More specifically, the decision to relocate for a job is no longer driven solely by financial reasons. Stability in the home and the need to accommodate the needs of other family members is equally important, such as dual income earning households or the illness of an elderly parent. Consequently, this complicates the decision-making process of whether to move. Lastly, communication and networking technology have enabled work to be performed without necessitating physical presence at a particular location. Given the psychological and financial costs of relocating and the fact that many jobs are being performed remotely, individuals are more likely to make decisions not to relocate and disrupt their personal lives because of their ability to connect to work via technology.
This is not to say that people are unwilling to relocate for work. However, it does mean that, as a result of more organizations moving work remotely, employers may have more challenges in relocating talent in the foreseeable future. In some instances, it may require employers increase salaries or enhance benefits in order to attract employees to move. Another option is for employers to establish offices in secondary cities outside the home office location. This option may afford an employee the opportunity to be closer to their preferred geography. For example, an individual living in Birmingham, AL may not be willing to relocate to Chicago due to factors such as the higher cost of living, family considerations or the weather but would be willing to move to Atlanta, GA or Charlotte, NC. Having a secondary office in one of these cities may be an acceptable alternative. Lastly, being flexible to hybrid location alternatives. While this is generally applied to certain types of jobs, allowing an employee to work remotely two or three weeks out of the month at home, then one-week in the company office may offer an opportunity to balance the needs of both the employer and the employee.
[1] Agovino, T. (2020). Americans aren't moving: The decline in worker mobility presents a challenge for employers in a tight labor market. Retrieved on December 11, 2020, SHRM
What certifications/licenses/courses can have the biggest impact for Sales Experts?
C. Darren Brooks Ph.D.: As jobs become more complex and require additional knowledge and skills, more advanced qualifications are becoming more the norm. However, this will largely be determined by the type of work a job prospect is seeking. Professional and technical positions often require advanced certifications, licenses, or degrees in certain areas such as a certified public accountant or a certified professional in human resources or a course in SQL. In order to be competitive in a post-pandemic job market, job seekers should research the field(s) of interest to understand what would be considered minimum requirements for a job to evaluate if they should invest in additional licensure or preparation.
What's a good job out of college for Sales Experts?
C. Darren Brooks Ph.D.: This is a subjective question based on an individual's occupational interests, however, from my perspective a good job is one that allows you to apply your knowledge, skills, and experiences and provides some fulfillment in your life. Of course, there are many factors that influence your job choices such as your skillset, experience, pay, and the needs of the market for your skills, etc. However, as employers adapt to the evolving market demands, fields that will see higher levels of growth and new job opportunities are in the areas of healthcare, financial services, information technology and data security, software development, energy, data science and mathematics, analysts, and management. Specifically, my research suggests job growth over the next 3 to 5 years in the fields of:
-Healthcare. We are seeing demand in this field for both clinical and administrative jobs. Interestingly, according to the BLS, the area of home health is one of the fastest growing career areas with approximately 1.2 million jobs being created between 2019-2029. Additionally, administrators in healthcare industries are project to see a 32 percent growth in job opportunities over the next decade.
-Technology. This is a broad area that contains everything from software development to information and data security to artificial intelligence. As technology continues to become integrated with all jobs, including lower skilled jobs, technology professionals will continue to be in demand.
-Financial Services. Given the importance of financial management for individuals and organizations, financial management jobs are anticipated to grow by 15 percent over the next decade.
-Management. Managers, human resource professionals, consultants, and management analysts will continue to grow as organizations need professionals to help lead and manage turbulent times and changes in consumer demand. The BLS estimates approximately 500,000 new jobs will be created in this area over the next decade.
-Data Science/Operational Research/Mathematics. There are numerous occupations within this category. As a field, the need for jobs that analyzing data to inform organizational decisions is projected to see an increase of 31 percent.
Margie Bernard MBA
Faculty - Graduate Healthcare AdministrationSaint Xavier University - Chicago, IL
Graham School of Management MBA Program
What are the biggest trends we'll see in the Sales Expert job market given the pandemic?
Margie Bernard MBA: Because our COVID-19 pandemic is the worst challenge now facing Americans, our U.S. health care industry is transforming all systems and staff to better meet diverse patient population needs today. Across the U.S., students should expect that demand for qualified health care professionals and leaders will increase 17% to 24% yearly through 2030 since the supply of talented team members is shrinking due to retirements.
It's important to know that 30% of individuals now living in our country will be age 65 or older in the next seven years. This segment of our society will require truly compassionate teams of medical assistants, therapists, nurses, pharmacists, doctors, financial personnel and leaders who can seamlessly come together to deliver community-based care. Children and adults will need expedited team support to access timely appointments for wellness exams and treatment of pre-existing conditions such as obesity, high blood pressure, heart disease and cancer. Across the U.S., we will see a 56% jump in patients newly diagnosed with all types of cancer in the next 10 years.
These demographic changes underscore why our U.S. health care industry offers many students excellent career paths when young graduates realize that delivering quality team outcomes begins with prioritizing a 'we' rather than 'me' philosophy.
Saint Xavier University's (SXU) mission of serving wisely and compassionately is critical within the work of our Graham School of Management (GSM) and School of and Health Science (SONHS) students studying healthcare administration, especially because their future careers involve giving excellent service to diverse patients every day.
What's a good job out of college for Sales Experts?
Margie Bernard MBA: A certificate on how to make Lean Process Improvements, which is something we offer to our graduate management students. This methodology teaches young graduates how to add value to every patient's experience while assuring that wasteful workflow actions or steps are driven out.
Team projects you have helped to complete look excellent on resumes. Make sure to emphasize why results achieved can enhance the lives of patients, family members or community residents this year.
Completed courses in accounting and finance show prospective employers that
you know how to save rather than spend organization resources on the job. Key principles covered
in such classes will also help to grow amounts you keep in your wallet and savings account as well.
What technical skills for a Sales Expert stand out to employers?
Margie Bernard MBA: The most critical skillset relates to all aspects of communication, especially written and verbal. Understanding how to listen is vital since patients tell us about their needs through words and unspoken gestures, such as nods of agreement. Leaders under pressure to increase quality, reduce costs and eliminate errors want new hires who grasp work instructions quickly before medical emergencies happen. Teams reading your work should find correct spelling, grammar and words since poor messaging really does put patients' health in harm's way.
Respectfully collaborating with all team members by learning 24/7 is also essential to build career success in our health care industry. Since IT analytics, electronic medical records (EMRs) and financial dashboards are constantly displaying data notifying workers what tasks need attention, young graduates must be motivated to translate such information into meaningful action plans without constant supervision.
Such duties mean leaders must create a culture where communication across diverse work teams is encouraged around the clock so that timely decisions can be made. Coaching, counseling, strategic planning and budgeting skills are vital along with knowing of how to effectively resolve patient and staff conflicts that surface every day.
At Saint Xavier, our students focus on the most effective techniques to evaluate EMRS, patient surveys, quality measure reports and financial data, using health care analytic tools that will support making the best leadership decisions in leading high-performance care teams.
Perhaps most important are the skills gained from high-impact learning practices in the classroom. At SXU, our students believe that the topics covered in healthcare management courses provide them with a huge career advantage, especially when it comes to the new problem-solving skills they master each day, which rapidly translate into new action plans they implement with patients and colleagues. Students learn how to support geriatric patients who have changing emotional and physical needs, decrease the stigma individuals face when mental health conditions are diagnosed and gently support
family members who must make end-of-life care decisions.
Dr. Barbara Joyce
ACCESS Academic Advisor for undergraduate students in Sociology, Departmental advisorUniversity of Hawaii at Manoa
Department of Sociology
What are the biggest trends we'll see in the Sales Expert job market given the pandemic?
Dr. Barbara Joyce: One of the advantages of a BA in Sociology is that it is a liberal arts degree and not a professional degree. In addition, Sociology has the broadest subject matter of any of the social science disciplines, so our graduates can take their skills and knowledge into a broad range of careers. Since the range of possible careers is so great, labor market trends are not particularly relevant to Sociology graduates.
What's a good job out of college for Sales Experts?
Dr. Barbara Joyce: A good job out of college is one that the graduates want, a job that is meaningful, that uplifts and inspires them, a job in which they use, and continue to develop, their talents and skills, and, of course, a job that provides them with the material resources and benefits they need to enjoy life. Credit where credit is due, Stephen R. Covey writes of the importance of those elements in his book Principle-Centered Leadership. I like his work a lot.
What technical skills for a Sales Expert stand out to employers?
Amy Rogan: I worked in journalism for 21 years. In my time as a newsroom manager the number one thing I looked for in an applicant was work ethic. I can teach you to write, shoot, edit, and everything else but I cannot teach work ethic. That is the number one skill graduates need as they enter the workforce. It's a skill that's in short supply and it's the foundation of any profession. It doesn't matter if there is a pandemic influencing the industry or if journalism is simply evolving, work ethic is the constant.
I stay in contact with other journalists still in the business and they echo that sentiment, along with the willingness to learn and to stay humble. Cultivate that passion that drives journalists to serve their communities by helping people stay informed and support our democracy.
Storytelling is the next most important skill. Whether it's in a tweet, a two-minute package for TV, or a 3-part series in the paper, journalists need to be able to tell a compelling story that keeps the attention of consumers despite the many other things vying for their attention. Know your audience, understand your story, and don't be afraid to ask questions. If not you, who will ask those questions?
Then of course, multimedia skills. Translating that great storytelling into compelling photos, video, audio will make a graduate that much more attractive to potential employers. At a recent conference I asked a panel of newspaper editors and publishers if an applicant has multimedia skills does that influence their ability to get a position. They all said--if you have multimedia skills your resume goes to the top of the pile.
What are the biggest trends we'll see in the Sales Expert job market given the pandemic?
Amy Rogan: Certainly, the coronavirus pandemic has had a major effect on all industries including journalism. I think the pandemic has changed how journalists conduct and record interviews and produce stories.
Technology was already allowing reporters to act more independently by allowing more mobile flexibility. I believe this is where the industry will continue to develop for digital reporters, including broadcast and print.
Trends in journalism include more interviews via video services such as Zoom, and finding ways to shoot interviews safely. As has happened a number of times in our industry, what's happening in the world affects the technology we develop and use. Whether it's covering a war from the front lines, or learning the best way to safely conduct an interview (via video call or in person) during a pandemic, the times have always influenced the technology in our business.
But journalists are also fighting an uphill battle to deal with a public that now sees the Fourth Estate as the enemy of the people.
Political leaders have had conflicting messages about the pandemic, which has made it difficult for journalists to report actual facts about a pandemic shrouded in secrecy. This in turn has made it difficult for the public to know who to trust for information about COVID-19.
Finding trusted resources over the last four years has been difficult for the general public. It is overwhelmed with a multitude of media outlets which makes the fight for media literacy increasingly difficult. So new journalists need to develop thick skin quickly, become even more tenacious in the pursuit of facts, and maintain strong ethics and commitment to accuracy to protect their reputation as a trusted news source.
What's a good job out of college for Sales Experts?
Amy Rogan: There are any number of ways to break into journalism. There is no one true path. If a journalist is interested in television I recommend they look for assistant producer positions or assignment editor positions. Many people who think they want to be on-air talent figure out they really enjoy producing much better.
Digital content producer is another good way to work a journalist way into on-air television work. It's also a way to work into newspapers as they are now more digitally dependent.
Larger organizations have more specialty digital positions in research or digital analytics. But starting out in a small market allows you to learn a lot and work your way into bigger markets and responsibilities.
Michael Grossman Ph.D.
Professor, Political Studies and International StudiesUniversity of Mount Union
Department of Political Science and International Studies
What will help Sales Experts increase their earning potential?
Michael Grossman Ph.D.: It's all about practical knowledge. Employers are less interested in your major or the classes you take. They want to see that you can do the work they need you to do. So internships are important. Also employers want to see you can be trained and can think critically, write well, and speak well. So in this regard more liberal arts focused curriculum is important.
Will there be an enduring impact of the coronavirus pandemic on Sales Experts?
Michael Grossman Ph.D.: There will definitely be an impact. I suspect the virus will continue to influence how we work and even job availability for at least the next 5-6 years. Students will need prepare for more remote work, for more "gig" jobs until businesses fully recover, and even after. The virus has shown the potential for a different model of business and I suspect many organizations will continue with at least partial remote work to save money.
What certifications/licenses/courses can have the biggest impact for Sales Experts?
Michael Grossman Ph.D.: It is less about licenses or courses and more about experiences. In this regard, internships are crucial.
What technical skills for a Sales Expert stand out to employers?
Daniel Miller Ph.D.: As the American Association of University Professors (AAUP) and other organizations have repeatedly found, students graduating with degrees in the liberal arts (the areas in which I teach and have competence) have the skills and capacities that employers desire (e.g., critical thinking skills, strong verbal and written communication skills, synthetic and analytical thinking skills, etc.). But the technical capacities necessary to communicate and used these skills will be more important than ever. I would anticipate that graduates will have to be comfortable moderating and running meetings on online platforms. They will have to know how to design and share presentations that are well-suited to online and remote platforms. They will have to be able to multi-task in presentations, tracking on-screen discussions as well as simultaneous chat options. Along with all of this, they have to have a greater awareness of creating online and virtual content that is accessible to all users. I would think that graduates who can communicate these skills to employers will be far better situated than those who cannot.
Will there be an enduring impact of the coronavirus pandemic on Sales Experts?
Daniel Miller Ph.D.: It seems almost certain there will be enduring impacts, but it's difficult to predict exactly what they will be. One potential negative impact could be a lack of practice in the kinds of face-to-face interactions required in a formal business or work context. These kinds of interactions are develop through modeling and use, students graduating during the pandemic will have lacked some of this. The pandemic has also negatively impacted hands-on collaborative projects and hampered the placement of students into hand-on, face-to-face internships, all of which could adversely impact students trying to step into new jobs, particularly if those occur in face-to-face contexts post-Covid.
There may also be some positive impacts, however. Many students will have gained flexibility and versatility with regard to such things as interactions with co-workers, their willingness to explore and try out new technologies, with structuring projects and workdays, in the development of innovative models of collaboration, etc. While this also gestures toward the second question, to the degree that businesses, companies, non-profits, etc. retain remote-work policies moving forward, Covid graduates may also find employment opportunities opening up beyond their immediate geographical contexts.
What's a day at work look like for a Sales Expert?
Daniel Miller Ph.D.: One of the biggest things to understand is that there likely won't be a typical "day at work" post-Covid. That is, organizations will be all over the place with their organizations and structures following the pandemic. While some will likely seek to go back to their pre-Covid organizational and work models, many (maybe most?) will continue to incorporate elements of the structural changes imposed in response to Covid.
This means, in particular, the graduates are likely to encounter at least some positions in which remote working is a constitutive feature of their jobs. This will bring both costs and benefits to grads, and will provide both challenges and opportunities. Graduates will have to have familiarity with the technologies necessary for remote work, collaboration, and communication. Some will have the opportunity to work remotely full-time, or most of the time, which brings with it flexibility but also requires excellent individual time-management skills. The flexibility that comes with remote is also accompanied by the risk of "work creep," which we're all already familiar with from our mobile devices. The breakdown or softening of the boundaries of the traditional 9-5 workday brings with it the risk of increased after-hours and weekend video meetings, increases already-existing expectations that employees will check and respond to work-related emails in off hours, etc.
Many companies will likely also realize (or have already) that they can cut costs by shifting their employees to remote work options, which will be popular with many employees, for the reasons already noted, as well as others. However, I think one significant downside to this is that some costs traditionally incurred by businesses and other organizations will be passed on to employees. Employees will be increasingly responsible for providing adequate internet service, technical hardware, and suitable workspaces, which would traditionally have been provided by employers. I don't think most employers are going to suitably increase wages or otherwise subsidize these new costs passed on to employees (and will use the economic downturn associated with Covid as a reason not to), and many likely will not maintain IT departments or related resources to serve employees. Adding to all of these costs is the fact that, since the passage of the Republican tax bill in 2017, employees cannot deduct non-reimbursed business expenses on their personal taxes. Finally, shifts to increased remote work will continue to exacerbate and extend inequalities have come into stark relief during the Covid crisis, disproportionately affecting women, parents will children, and communities of color negatively.
Will there be an enduring impact of the coronavirus pandemic on Sales Experts?
Cynthia Krom: Clearly, there is more remote work - whenever possible, people are working from home rather than going to a workplace. That is not always possible - a machinist needs to be where the machines are, a police officer needs to go where the crime is, and a doctor needs to go where the sick people are. So it isn't just a matter of white collar v. blue collar. It totally depends on the job itself.
Now that many people are realizing that remote work can be workable, I think you will see a long-term shift. Even when the pandemic is over, I believe many offices will reduce size and allow people to work from home at least several days per week. So we are more likely to see office sharing, etc. I think this will also result in a population shift, since people will not need to be close to their workplace. That means that companies will now compete for workers all over the country (or the world), and that workers will be competing with people who are not in their immediate geographic area. For workers to stay competitive, they need to be sure to be up to date on their skills, have seamless remote access, and be very self-motivated and disciplined. They have to compete on more than just price, or workers in the USA will lose their jobs to cheaper alternatives.
What certifications/licenses/courses can have the biggest impact for Sales Experts?
Cynthia Krom: Professional certifications matter. If your profession has a certification, you need to have that certification to be competitive in this new world. So, a public accountant needs to have a CPA, and a corporate accountant needs to have their CMA. A fraud examiner needs their CFE. Find out what is available in your profession and take whatever courses or exams are needed to be at the top of your game, because everyone else will.
We don't really know what will be happening with professional licenses with remote work. A psychotherapist may be licensed in New York, but remotely treating a client in New Mexico. Technically, they probably need a license in New Mexico. But who will control that? Will it just be the professional responsibility of the therapist to only practice where licensed? Will their malpractice insurance only cover them if the client is where they are licensed? What about a physician operating on someone a thousand miles away using robotics?
In terms of courses not related to professional certification or licensure, technology is where it is at. First and foremost, polish your Zoom skills. Zoom is now your face-to-face workplace and you need to be a pro. YouTube has great videos about lighting for Zoom, even with reflective eyeglasses. Perhaps your IT department is able to help with connectivity issues and learning remote technologies. And, as we have all recently seen, you need to learn how to turn off filters that make you look like a kitten! For nearly every field, you have to know Microsoft Office (Word, PowerPoint, and Excel) or similar programs. You need to know how to work collaboratively on projects through things like Google Drive. If you are not fluent in the basics, you are showing up for a horse race with a little pony.
What will help Sales Experts increase their earning potential?
Cynthia Krom: Well, the things already mentioned. Certification, licensure, skills. You have to keep current in your field, whether or not continuing professional education is required. Just knowing accounting isn't enough anymore - you need to know data analysis. You must demonstrate that you are able to successfully work independently, lead a team, and have integrity. Many people are also cultivating a side hustle, but you want to be really certain that any moonlighting does not present a conflict of interest for your main job or you could find your side hustle as your only hustle.
Ekin Pehlivan Ph.D.
Associate Professor of MarketingCalifornia State University Channel Islands
Martin V. Smith School of Business and Economics
What are the biggest trends we'll see in the Sales Expert job market given the pandemic?
Ekin Pehlivan Ph.D.: Really depends on the sector. A common thread for all is relearning or rethinking how we communicate, determining the fine line between work-norms & home-norms and figuring the optimal ways to manage our time when we are missing the structure that a 9-5 office experience may normally provide. That being said, I envision there will be many jobs without significant changes, either because those jobs were already adaptable to the disruption the pandemic brought or because there simply is no feasible way of working differently.
What technical skills for a Sales Expert stand out to employers?
Ekin Pehlivan Ph.D.: Our most recent survey with employers, really emphasize that technical skills are not the priority for most. Almost all mention communication and problem solving skills are the most desired, followed by critical thinking and professionalism. Given the nature of the digital economy, data literacy is one technical skill that would be relevant to almost anyone in the upcoming years. In certain areas learning automation (operations or marketing), and databases (SQL) would also benefit new graduates.
What's a good job out of college for Sales Experts?
Ekin Pehlivan Ph.D.: I think a description of a "good" job opportunity is dependent on so many factors, almost all subjective. What I recommend my students usually, is that they try different things before graduation and find something that makes them feel a purpose other than (and in addition to) making ends meet. For this reason we started a program on our campus where students are hired to help non-profits and small businesses in our area of service. In this program, students get to gain and practice skills that can help them succeed in a corporate or freelance capacity. The students get to experiment without fear of losing a job and find what they would like their entry level positions to look like. While doing this they also help organizations and individuals who have the need but not the resources to get the services from professionals.
What are the biggest trends we'll see in the Sales Expert job market given the pandemic?
Linda Hajec: From the standpoint of the business student, I think the trend that will most significantly impact them is in the area of remote work. Certainly there are entire businesses and even industries that are being impacted either positively or negatively by changes in what people are able and willing to do as far as being in public places, so there will be a shift as come companies that used to have a strong annual recruiting pattern may scale back and other companies are scaling up to handle the shift in business. But the individual employee is likely to see a very big change in the recruiting process as well as the work environment, regardless of the sector they enter. Employers in many sectors have discovered that at least the early phases of recruiting, if not the entire recruiting process, can be done remotely. What this means to the applicant in the job market is that they may benefit from being able to complete more of their job search without having to leave home. But it also means that the traditional do's and don'ts of interviewing now have to include being aware of your bandwidth and background for an online interview, and thinking about looking at the camera on your computer instead of looking at the image of the person you are speaking with on the screen. The benefit is that students entering the job market used to juggle interview schedules between cities, missing classes, and sometimes became fatigued, so this approach to recruiting may make it easier to handle the whole process overall as long as the candidates can find a great place from which to hold their end of the conversation.
The other trend that I think job candidates need to be prepared for is remote onboarding. Students that were entering the workforce in 2019 were able to report to a location and go through the hiring process with human resources, meet people in various departments with whom they would be working, and perhaps shadow someone for a period of time. Co-workers tended to look out for the new hire and would check in on them as they passed by their work area. As many companies continue to have a partial or fully remote work environment, new employees will complete the hiring process remotely, and may spend their training period reading and learning more independently. I think this is going to really put pressure on students that perhaps have been hesitant to ask questions. New employees are going to have to keep the notebook by their side at all times and write down things they are not sure they understand so that when they have the opportunity to ask, they do. New hires should always have kept track of questions and asked them; but being remote will make this even more critical and perhaps even a little harder to do, so it's going to have to be a very conscious decision to make sure that happens. No one is going to schedule a Zoom meeting to say, "Hey, how's your first week going? Are you finding everything OK?" the same way they might have stopped at your desk on their way to lunch. New employees are going to have to make that happen for themselves.
What technical skills for a Sales Expert stand out to employers?
Linda Hajec: I think the basics are still important - the feedback from employers still says that they want to see excellent skills in Excel - but if we are talking about changes as a result of the pandemic, job candidates that can also show a comfort level with remote meeting software will feel more natural and less awkward going forward. If you are going to meet on Zoom, make sure you know where to find the features on the screen and if you need to, practice with someone who knows you are just needing to mess around with the settings.
The last thing you would want to do is accidentally exit your interview halfway through because you didn't know where the "share screen" button was. Being familiar with other online collaboration software such as Teams or GoogleDocs is important, too. Even companies that are not working 100% remote are finding great use for these kind of sites, even just to house documents such as policy manuals that they want to share with a group of employees. The fact that a group can work together an collaborate asynchronously is a reality that many companies had not faced before, so the employee needs to be prepared to remember to follow up on team projects instead of waiting for a meeting to see where everything stands.
What's a good job out of college for Sales Experts?
Linda Hajec: I guess that depends what you mean by "good." Business students are earning great salaries across many industries and in different disciplines, but when I hear "good" I am also thinking about enjoying the work, learning every day, and having an employer who wants to make sure you have those things, too. Since everyone's definition of that kind of "good" is a little different, I'll leave that up to the individual as to what is a 'good' job. If you mean where is the market 'hot'? Students that seem to be the most sought after right now have a strong information systems background.
Yes, a Management Information Systems degree is of course a great degree, but there's a shortage of accountants in the country right now and the ones with a minor in information systems are being snapped up sooner by employers. Marketing students have so much creative talent, but the ones that can also show background in data analytics are the stronger candidates. Any of the business disciplines are made stronger by adding in classes in technology - extra courses in Excel, data analytics, and even light programming. Employers see the value of having people on the team that can translate data into information.
What are the biggest trends we'll see in the Sales Expert job market given the pandemic?
Sonya DiPalma Ph.D.: Companies will offer more remote positions as cost-savings benefits and work hour flexibility provide a win-win situation. The upside brings more employment opportunities since geography isn't a major factor, however the downside brings more competition for the same reasons. You will be expected to use the online collaboration tools selected by the organization, such as Trello, SharePoint, or Slack. We should see an uptick in hiring by tourism and travel companies as more people receive the COVID-19 vaccination and travel increases domestically and then internationally.
What soft skills should all Sales Experts possess?
Sonya DiPalma Ph.D.: Be personable and a person someone wants to talk with and work with on a continuing basis. Listening and note-taking skills will be critical. Great employees listen well and ask good follow up questions. Be versatile and adaptable. If you find some downtime between projects, ask how you may help with another project.
What's a day at work look like for a Sales Expert?
Sonya DiPalma Ph.D.: With more positions going partially or totally remote, you'll need to be self-disciplined and proactive. Doing the bare minimum will not get you by in either a remote or a traditional professional work environment. You can expect more flexibility with remote work hours. For instance, if you have small children or you're an early riser, then working early mornings starting at 4 a.m. or 5 a.m. may be possible, or if you're a night owl, late evenings may be an option. But once your schedule is set, your hours are likely to stay this way for some time. You will be expected to log into a portal to clock-in, and some online collaboration tools like Microsoft Teams can notify your supervisor when you're dormant. In-person meetings will probably occur on a bi-weekly or monthly basis.
Will there be an enduring impact of the coronavirus pandemic on Sales Experts?
Joseph Hancock: Graduates wanting to work in sales will be digital savvy and understand technology. It will be essential to have soft skills and personalize sales in a manner that will suit the current climate of potential distance buying. Your customers will be global citizens and anyone in sales will need to be one as well! Many students have not brushed up on their soft skills in the areas of customer service, they are too enthnocentric and have been raised by helicopter parents. New graduates need to think for themselves, understand they are working across cultures, generations and not everyone thinks like they do. My words of advice, stay current by reading about new methods of customer service and practice through role play. I think we have forgotten role play can be extremely important for feedback on how we can improve.
What's a day at work look like for a Sales Expert?
Joseph Hancock: New graduates will need to be self-disciplined and self-motivated. No one is going to hold your hand and tell you "get to work" or you will soon be looking for a new job. The new world may be one where you don't go to an office, but instead work right from home, scheduling appointments and doing your own calendar. My last years working for Target in a regional field position taught me that no one was going to motivate me each day, I had to motivate myself. Also, it can be lonely working from home as a new graduate, so find outside interests and ways to make friends. I am from the old fashion ideologies that getting a hobby is extremely important, and that hobby is not going to the gym or watching television. It includes something that enriches your life to be a better person in society.
What technical skills for a Sales Expert stand out to employers?
Joseph Hancock: Technologically savvy is necessary, so what will set you apart are your soft skills, patience, the ability to think beyond yourself. Again, don't be ethnocentric, be multi-centric. I believe technology only exposes us to a virtual world of acceptance, and really if you are going to be sales, you need to be cultured beyond the computer and social media. Understand others and their needs, be a person who tells the potential employer how you are going to go the extra mile to care for customers and make sure their needs are met through your excellent customers service skills (and give solid examples). Most importantly, know what you are selling and realize that the person you are talking to, might know more than you! There have been so many times I walk into a retail store only to have the store associate or manager talk to me as if I know nothing about the product they are selling. Ask your customers questions do not just talk at them, talk with them.