Explore jobs
Find specific jobs
Explore careers
Explore professions
Best companies
Explore companies
Job outlook for sales specialists in the United States
Sales specialist job growth summary. After extensive research, interviews, and analysis, Zippia's data science team found that:
The projected sales specialist job growth rate is 4% from 2018-2028.
About 63,300 new jobs for sales specialists are projected over the next decade.
Sales specialist salaries have increased 9% for sales specialists in the last 5 years.
There are over 773,056 sales specialists currently employed in the United States.
There are 324,069 active sales specialist job openings in the US.
The average sales specialist salary is $53,004.
Are sales specialist jobs in demand?
Sales specialist job and salary trends over time
Sales specialist jobs over time
Sales specialist job growth rate over time
| Year | # of jobs | % of population |
|---|---|---|
| 2021 | 773,056 | 0.23% |
| 2020 | 795,650 | 0.24% |
| 2019 | 836,606 | 0.25% |
| 2018 | 840,087 | 0.25% |
| 2017 | 865,556 | 0.26% |
Average sales specialist salary over time
Sales specialist salary by year
| Year | Avg. salary | Hourly rate | % Change |
|---|---|---|---|
| 2026 | $53,004 | $25.48 | +3.6% |
| 2025 | $51,177 | $24.60 | +2.4% |
| 2024 | $49,964 | $24.02 | +2.7% |
| 2023 | $48,649 | $23.39 | --0.3% |
| 2022 | $48,794 | $23.46 | +2.5% |
Sales specialist jobs by state
Most common states for sales specialists
| Rank | State | Population | # of jobs | Employment/ 1000ppl |
|---|---|---|---|---|
| 1 | New Hampshire | 1,342,795 | 825 | 61% |
| 2 | District of Columbia | 693,972 | 412 | 59% |
| 3 | Massachusetts | 6,859,819 | 3,947 | 58% |
| 4 | Rhode Island | 1,059,639 | 603 | 57% |
| 5 | Delaware | 961,939 | 521 | 54% |
| 6 | Pennsylvania | 12,805,537 | 6,612 | 52% |
| 7 | Maine | 1,335,907 | 660 | 49% |
| 8 | Vermont | 623,657 | 304 | 49% |
| 9 | North Carolina | 10,273,419 | 4,958 | 48% |
| 10 | New Jersey | 9,005,644 | 4,307 | 48% |
| 11 | Utah | 3,101,833 | 1,485 | 48% |
| 12 | Virginia | 8,470,020 | 3,960 | 47% |
| 13 | Maryland | 6,052,177 | 2,851 | 47% |
| 14 | Montana | 1,050,493 | 497 | 47% |
| 15 | Tennessee | 6,715,984 | 3,072 | 46% |
| 16 | Ohio | 11,658,609 | 5,206 | 45% |
| 17 | South Carolina | 5,024,369 | 2,245 | 45% |
| 18 | Iowa | 3,145,711 | 1,410 | 45% |
| 19 | Minnesota | 5,576,606 | 2,448 | 44% |
| 20 | Oregon | 4,142,776 | 1,835 | 44% |
Most common cities for sales specialists
| Rank | City | # of jobs | Employment/ 1000ppl | Avg. salary |
|---|---|---|---|---|
| 1 | Atlanta | 26 | 6% | $55,845 |
| 2 | Orlando | 16 | 6% | $51,324 |
| 3 | Tampa | 20 | 5% | $51,490 |
| 4 | Tallahassee | 10 | 5% | $51,523 |
| 5 | Miami | 20 | 4% | $50,799 |
| 6 | Baton Rouge | 9 | 4% | $49,344 |
| 7 | Indianapolis | 29 | 3% | $54,406 |
| 8 | Boston | 23 | 3% | $75,688 |
| 9 | San Francisco | 22 | 3% | $73,309 |
| 10 | Washington | 22 | 3% | $61,963 |
| 11 | Baltimore | 21 | 3% | $52,419 |
| 12 | Denver | 19 | 3% | $55,054 |
| 13 | Sacramento | 17 | 3% | $72,124 |
| 14 | Phoenix | 29 | 2% | $55,075 |
| 15 | San Diego | 22 | 2% | $68,384 |
| 16 | Detroit | 16 | 2% | $57,907 |
| 17 | Chicago | 32 | 1% | $54,959 |
| 18 | Los Angeles | 24 | 1% | $69,227 |
Sales Specialist job outlook: Expert opinions
Our panel of sales specialist experts
Weber State University
University of Maryland - College Park
University of Southern Mississippi
University of Alabama at Birmingham
Southern Illinois University Edwardsville
University of Northwestern Ohio
University of Maryland - College Park
North Dakota State University
University of Akron
Valparaiso University
Texas Christian University
University of Akron
Paul Smith's College of Arts & Sciences
University of Richmond
University of Nevada, Reno
University of Central Arkansas
Lloyd Wilson
Professor and Center DirectorWhat general advice would you give to a Sales Specialist?
Lloyd Wilson: Be a strong communicator. Make yourself so valuable that the company will lose business if you decide to accept a position with another company. Show your value by being able to improve the company’s bottom line. Earn the company’s respect by earning the respect of the crop consultants, growers, extension agents, and specialists. Be willing to ask for pay increases once you have reached the point that you believe your knowledge separates you from the pack, so-to-speak. Be wiling to change jobs is necessary, but never burn bridges. Be willing to accept leadership roles, even if it means you have to relocate.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Lloyd Wilson: If the graduate is just starting his/her career with a chemical company then the best advice I can give is to learn all you can about major factors that impact herbicide, fungicide, and insecticide efficacy. Reach beyond the products that the company sale and learn how the crop responds to the array of management inputs. Don’t be hesitant to say I don’t know about something but will get back to you on it. Do get back to them. Learn that when you don’t know something, ask the opinion of the consultants, growers, and researchers you work with.
What will help Sales Specialists increase their earning potential?
Lloyd Wilson: Communication. A person who is willing to learn by doing. A person who learns the ins and out of all aspect of production of each crop you work with from varietal selection to planting, fertilizing, irrigating, pest management and harvesting will be highly prized. Growers and consultants respect chemical reps who have a strong understanding of all aspects of production and management. Growers and consultants are certainly interested in knowing how to maximize the cost-effectiveness of their chemical options. But don’t b.s. about what you do and don’t know. Nothing wrong with saying I don’t know and will get back to you. Working for a chemical company means you need to know how to calibrate spray equipment, evaluate efficacy, determine cost-efficacy of the array of management options, and know how to work safely with potentially dangerous chemicals. Drone technology is quickly taking off. Obtain a license to operate drones with attachments that allow liquid, granular, and powder payloads application. Know the ins and outs of labels. Know the flexibility that your company provides you in terms of chemical pricing, assume there is a sales side to the position. At times, you will have to recommend other company’s chemistries. But if that happens too often, find a better company to work for. Learn how to work closely with your crop consultants, growers, university researchers, extension specialists, and local extension agents.
Ryan McKeehan
Weber State University
General Sales, Merchandising And Related Marketing Operations
What general advice would you give to a Sales Specialist?
Ryan McKeehan: I advise seeking experiences over money when you are beginning your career. Often, new graduates will take the job that offers the most compensation. Choosing employment that provides the best opportunities to develop different skill sets will pay dividends in the long run. Leadership and problem-solving depend heavily on the experiences one can draw upon.
What Sales Specialist 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 will help Sales Specialists increase their earning potential?
Ryan McKeehan: With the rapid advancement of AI and other technologies, the role of salespeople is evolving. In this changing landscape, superior soft skills will be in high demand. The ability to communicate effectively, provide exceptional customer service, and sell ethically will be more crucial than ever. By honing these skills, one can stay ahead in the job market.
What general advice would you give to a Sales Specialist?
Dr. Kathleen Kelly: Starting a career in sales will be both exciting and challenging. Below are six tips for those entering this amazing field for the first time.
What Sales Specialist 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.
What will help Sales Specialists increase their earning potential?
Dr. Kathleen Kelly: The world is changing rapidly and the Sales field is no exception.
What general advice would you give to a Sales Specialist?
Kevin Buckley: The biggest factor in earning potential is performance - salespeople get paid based on their ability to hit and exceed quotas through revenue generation. With a sales career, you have a lot of control over earnings. My advice is to be metrics-driven and have a plan to intentionally grow your sales skills through training, mentors, and personal development. Build a reputation for consistent over-achievement. It's also important to do research and understand typical compensation benchmarks. Some may offer higher base pay, while others offer more earnings leverage through aggressive commission/bonus structures.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Kevin Buckley: Adaptability - The sales environment is evolving rapidly with changes in buyer expectations, technologies, and go-to-market strategies. Successful salespeople will need to be highly adaptable, comfortable with change, and able to quickly adjust their approach as needed. Those stuck in outdated methods will struggle. Digital Selling - The ability to effectively sell through digital channels and virtual interactions is now table stakes. Mastering skills like virtual presentations, video marketing, social selling, and leveraging sales technology tools will separate the top performers. Buyers expect a seamless, digitally-enabled experience. Business Acumen - More than ever, salespeople need the ability to position their products/services as strategic solutions that tangibly impact the client's key objectives, financial metrics, and business outcomes. Knowing how to speak the language of business strategy is crucial for consultative selling.
What will help Sales Specialists increase their earning potential?
Kevin Buckley: My top advice is to be a continuous learner, both about your company/products and about the sales profession itself. Sales is a skill that requires ongoing development through practice, coaching, and studying new techniques. Don't rest on what you learned in school - seek out mentors, training opportunities, and ways to keep enhancing your sales capabilities. I would also advise resilience and to view every 'no' as a step closer to 'yes.' Sales has its share of rejection. Have a positive attitude, persist through obstacles, and be a student of why buyers say no so that you can improve.
What general advice would you give to a Sales Specialist?
Dr. John Hansen: Regarding the third question, the only real way to maximize your salary in sales is to perform well against the success metrics in place in your role. Sales is, for the most part, an outcome-based profession, meaning that pay increases (or decreases) based on outcomes attained. Whatever the success metrics are in the position one is currently in, they will maximize their income to the extent that they perform well in relation to these success metrics.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Dr. John Hansen: As to the first question, I would suggest any new graduate beginning in sales understand themselves to better understand what type of role they will best fit to. There has been a growing increase in assessment tests in sales to ensure that sales people are being placed in roles they will flourish in. For example, some sales people are more oriented towards finding new customers, while others are more oriented towards managing existing relationships. To the extent that new salespeople can better understand what role they will fit best to, and then secure that role, they are more likely to be successful. Beyond that, there is no substitute for hard work - particularly as one begins their career.
What will help Sales Specialists increase their earning potential?
Dr. John Hansen: In terms of the second question, consultative selling has become critically important and will become even more important moving forward in the future. Gone are the days of salespeople simply being able to show up and pitch products while negotiating price. Today, instead, salespeople must be able to craft solutions in response to their customer’s problems. They must truly be consultative in their approach, guiding their customers through the purchasing process. To the extent that they can do this, they will be more successful in their careers.
E. Duff Wrobbel Ph.D.
ChairSouthern Illinois University Edwardsville
Communication And Media Studies
What general advice would you give to a Sales Specialist?
E. Duff Wrobbel Ph.D.: Network, get an internship, do action research etc - anything to add practical experience to the classroom knowledge base.
What Sales Specialist 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 Specialists 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 Specialist?
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 general advice would you give to a Sales Specialist?
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 Specialist 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 Specialists 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 Specialist?
Derrek Schartz: Be agile and able to adapt. Sales has changed more of the last 20 years than over the previous 100. It's not your father's sales career. Over the last several decades the role of sales in most organizations has changed dramatically.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Derrek Schartz: To maximize your total income in sales one must always be learning and growing. Improving their knowledge, skills, and abilities particularly in light of the disruptions beginng to occur, such as AI, digitization, and others.
What will help Sales Specialists increase their earning potential?
Derrek Schartz: The future of sales will require a change to the knowledge, skills, and abilities of salespeople (KSAs). Knowledge is a very important part of what a salesperson needs to be effective.
What general advice would you give to a Sales Specialist?
Hank Boyd: Demonstrated proficiency in sales represents a feather in your cap. For many
CEOs, they started their illustrious career in sales. Nowadays, it is a common
launchpad for scores of successful business executives in consumer package goods.
Why is this so? Savvy companies know that it is paramount that new hires
quickly learn who the real target consumers are. Spending time on the front lines will
enhance your later contributions to the firm. For example, after obtaining my MBA from
Berkeley, I had the good fortune to land a sales position at Merck. I served as a Hospital
Representative specializing in broad spectrum antibiotics. My territory consisted of
Stanford University Medical Center, Palo Alto VA Medical Center, and the Santa Clara
Valley Medical Center.
After 18 months of working diligently in territory, I was offered a promotion to
work inside at Merck's headquarters in Rahway, New Jersey. Once I truly knew the
needs and concerns of my clients - general surgeons, urologists, gastroenterologists,
urologists, and infectious disease specialists - Merck was confident I could craft
relevant literature pieces and design compelling ad campaigns to reach target
physicians.
Mastery of general sales is a highly coveted asset. Once you conquer a given
product domain, the artform of sales is entirely transferrable. Case in point, it is not
unusual for you to begin in pharmaceuticals and then effortlessly segue into medical
equipment sales after a couple of years.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Hank Boyd: With the looming prospects of AI, soft skills will reign supreme in sales. While at
first blush it might seem counterintuitive in that product knowledge used to be cardinal
skill, today's salesforce relies heavily on networking. Numerous academic papers lend
credence to this idea. Great people skills often trump wonkish knowledge about the
product line.
As we wade further into the 21st Century, environmental scanning (or better yet
the innate ability to read prospects) will remain pivotal. Exceptional salespeople
instinctively scan a prospective client's office noticing all the trappings. They are trying to find something they can comment upon, by doing so they can establish common
ground. Once a connection is forged, salespeople move out of the box of being pesky
interlopers into becoming valued associates.
Lastly, if you decide to embark on a career in sales never forget the tried-and-
true axiom of ABC - always be closing. This phrase means having the gumption to ask
for the business. While sales recruits might have congenial and bubbly personalities, if
they cannot look the prospect in the eye and ask for the business, they ought to find
another profession.
What will help Sales Specialists increase their earning potential?
Hank Boyd: Nothing provides greater leverage in salary negotiations than having
documented sales experience. My advice would be to garner as much experience as you
can while in college. For example, you could fundraise for a nonprofit cause or a local
political campaign. If you have affiliation with a fraternity or sorority, volunteer to
serve on its recruitment committee. The bottom line is that you must convince any
potential employer that you naturally relate to people from all walks of life.
Eric Gjerdevig
Lecturer in Marketing, Director for the Center for Professional Selling and Sales TechnologyNorth Dakota State University
Marketing
What general advice would you give to a Sales Specialist?
Eric Gjerdevig: First, remember that what you get out of your first job is so much more than compensation. A great manager mentoring you is priceless: it will pay you back dividends for the rest of your career. That said, in sales our compensation is typically tied to our performance. That means we need to put yourself out there, pay attention to the actions of the most successful salesperson in the company, learn everything you can, and manage your time well.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Eric Gjerdevig: I might be a contrarian with this answer. I think as technology advances very quickly with AI it's our human-to-human skills that will become rarer and more valuable over the coming years. It might sound silly but things such as asking questions, listening, storytelling, and being empathetic can function like superpowers and I think they will even more in the coming years.
What will help Sales Specialists increase their earning potential?
Eric Gjerdevig: Learning doesn't stop when you graduate. How jobs are done will continue to evolve more quickly with advancing technology. To excel you need to continue to learn, develop new skills, and be adaptive.
Director Dave Payne M.S.
Associate Professor of Practice / SalesUniversity of Akron
Specialized Sales, Merchandising And Marketing Operations
What general advice would you give to a Sales Specialist?
Director Dave Payne M.S.: Planning, practice, and skills are the keys to a successful career launch. Practice and coaching feedback will build competence, which builds confidence and sales performance success.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Director Dave Payne M.S.: Skills and competence are king! Sales professionals are paid a commission and bonus based on "sales performance" results...this will continue to drive top sales reps and managers to earn some of the highest incomes in the country. I am very proud to share that U Akron sales graduates have had a nearly 100% job placement rate for over a decade, with some of the highest starting incomes in the state of Ohio. This is directly tied to the gracious support of the 30 Fisher Institute for Professional Selling corporate partners which hire them every semester.
What will help Sales Specialists increase their earning potential?
Director Dave Payne M.S.: As Director of the Fisher Institute, sales education professor and sales coach for the UA sales competition team, I look for three basic characteristics in our sales students. I look for "likability", "coachability" and "hunger for success". Here at U Akron, we are on the cutting edge of pioneering sales research and next level sales education utilizing AI, infrared technology, and biometrics/ physiological responses to sales stress. Skills are king... creating a new system for sales practice, AI feedback and repetition will be the game changer. Advancing skills to make a 21-year-old sales graduate to exhibit the skills and talent to appear ten years more experienced will be very attractive to hiring companies. This is happening at Akron next semester.
What general advice would you give to a Sales Specialist?
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.
Jon-Paul McCool
Associate Professor of Geography; Environmental Science Program CoordinatorValparaiso University
Natural Resources Conservation And Research
What Sales Specialist 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 Specialists 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.
Ken Corbit Ph.D.
Assistant Professor of Professional Practice in MarketingTexas Christian University
Specialized Sales, Merchandising And Marketing Operations
What general advice would you give to a Sales Specialist?
Ken Corbit Ph.D.: Strategic
Company Selection:
Focus on joining companies with robust sales training programs, emphasizing consultative selling. Look for organizations that invest in your development, providing live calling experiences, quota-driven sales processes, and exposure to tools like Salesforce.
Tech
Proficiency and Sales Tools Mastery:
Familiarize yourself with cutting-edge sales technologies, including CRM tools like Salesforce. Your proficiency in these tools will not only streamline your sales processes but also position you as a tech-savvy professional in the competitive sales landscape.
Hands-On
Experience:
Actively engage in live calling, take ownership of sales funnels, and work with senior hiring authorities during your training. This hands-on experience will not only build your confidence but also prepare you for the challenges of consultative selling.
Research
and Decision-Making Skills:
Develop strong research skills to evaluate companies based on fit, growth opportunities, compensation structures, and overall potential. This informed decision-making approach will set you apart and empower you to navigate the sales landscape strategically.
Mentorship
and Networking:
Seek mentorship both within and outside your organization. Building relationships with mentors who invest in your sales skills and knowledge will provide valuable insights. Additionally, actively participate in online forums to connect with practical sales
knowledge and best practices.
Frederik Beuk
Associate Professor of MarketingUniversity of Akron
Specialized Sales, Merchandising And Marketing Operations
What general advice would you give to a Sales Specialist?
Frederik Beuk: The key consideration is whether you really want to maximize your initial salary. For instance, envision two job opportunities: one offering a salary of $50,000 per year, where you'd be the most junior team member, and the other providing $75,000 per year, with the caveat that you would be the sole sales representative for the firm. The optimal choice is to prioritize learning opportunities. In this context, being the lone salesperson for a company that compensates its highest-earning sales professional $75,000 might not be your superior option. Instead, seek a position that offers the greatest potential for learning. Subsequently, demonstrate your negotiating prowess, a critical sales skill, by securing a slightly higher salary. However, it's essential not to fixate on maximizing your starting salary. Your career requires a long-term strategy, and you have several decades ahead of you to maximize income.
What Sales Specialist skills would you recommend for someone trying to advance their career?
Frederik Beuk: Digital Literacy and AI are obviously on everybody's mind. The benefit for early career professionals is that these are skills they can use to differentiate themselves from more established professionals. Embrace these tools. At the same time, being an authentic storyteller that helps buyers envision the potential of your solutions can be an extremely powerful skill.
What will help Sales Specialists increase their earning potential?
Frederik Beuk: Digital Literacy and AI are obviously on everybody's mind. The benefit for early career professionals is that these are skills they can use to differentiate themselves from more established professionals. Embrace these tools. At the same time, being an authentic storyteller that helps buyers envision the potential of your solutions can be an extremely powerful skill.
Joe Conto
Associate ProfessorPaul Smith's College of Arts & Sciences
Department of Business & Hospitality
What skills stand out on Sales Specialist resumes?
Joe Conto: The skills that stand out on a resume remain the same as they did prior to the pandemic; critical thinking, problem-solving, active listening, and working independently. However, simply "listing" these under the Skills section of a resume is not enough. A good hiring agent or human resources professional is going to look for supporting information for these claims in the experience, interests, and activities sections of the same resume. Therefore, a claim of skill only stands out if it is supported elsewhere in the resume.
What hard/technical skills are most important for Sales Specialists?
Joe Conto: As a hiring manager in high-end hotels and country clubs, I paid little attention to most technical skills. If an applicant possesses the soft skills outlined above, I was typically certain that training could provide the necessary technical skills. Therefore, I always advise students to "work on purpose" during internships and other work experiences in order to not only learn hard skills but also develop the soft skills listed above.
What skills will help Sales Specialists earn the most?
Joe Conto: Without a doubt, financial management is the skill that leads to earning potential. Simply put, those who can create revenue and maintain profit are the ones who will profit themselves monetarily. For many students, the opportunity to truly develop financial management is in the classroom as opposed to during work experiences and extra-curricular activities. Courses like financial and managerial accounting, finance, and financial decision-making are invaluable (yet often less popular) in this skill development. That said, a strong understanding of marketing management is also vitally important, again due to the fact that it assists in the development and diversification of revenue.
What skills will help Sales Specialists earn the most?
Keith Webb: While it depends on the industry, I believe students who develop and enhance their skill set in data analytics will ultimately reap significant incomes and longevity.
Jim McClenahan
Director of Career and Corporate OutreachUniversity of Nevada, Reno
College of Business
What skills stand out on Sales Specialist resumes?
Jim McClenahan: It continues to be a balance of soft skills and technical skills. Perseverance and Grit are things to highlight. Adapting to changing environments is something not advertised, but everyone is looking for with the times we are in. With adapting to change, empathy is very important. For students, employers want to see levels of engagement. A high GPA is not enough. What clubs were you involved in? What part-time jobs did you hold? Finally, technical skills will never go out of style. A little coding is nice, and Excel mastery in any position dealing with data is vital.
What soft skills should all Sales Specialists possess?
Jim McClenahan: As I said, soft skills are desired more than ever. Angela Duckworth describes Grit as "Perseverance, effort, and skill." We can teach the skill; the other two have to come with the new hire. Empathy is important as someone grows in their career-you can't be an effective leader and not have empathy in your skillset.
Anthony McMullen
Associate Professor of Business Law and Director of Forensics, vUniversity of Central Arkansas
Accounting Department
What soft skills should all Sales Specialists possess?
Anthony McMullen: Admittedly, I'm not a fan of the phrase "soft skills" v. "hard skills," as some might take such phrases to imply that soft skills are not as important or are easier to obtain. That being said, to answer the question, communication and critical-thinking skills are essential to a successful career. Communication skills (both oral and written) are necessary to convey messages. It does not matter how much technical expertise someone has if that person is unable to convey that expertise to others. Critical-thinking skills are important because skilled workers need to know how to think through problems. The answer will not always be readily apparent. And even when it is, workers need to ensure that they can analyze it to ensure that it is trustworthy. Maybe the information found is outdated, doesn't apply to the situation, or is just flat out wrong, and a skilled worker needs to be able to make that determination.
If the pandemic has taught us anything, adaptability is also necessary to be successful. So many jobs have changed (and will continue to change). Many people left their respective industries during the pandemic because they couldn't (or did not want to) adapt to change. Those who can, or at least try, will find more opportunities in the workplace.
What skills will help Sales Specialists earn the most?
Anthony McMullen: Acquiring a specialty is great, but specialization should not come at the expense of a broad and diverse knowledge base. Within specialized fields, many people will have the training/education to do the job, but what makes a particular person special? What will give that person the chance to branch out or to think about other avenues to accomplish the task? That will help workers maximize opportunities.