When you imagine a sales person making things happen, you might picture someone who lives out of a car, coffee in hand. They’re stopping by clients’ offices and shaking a lot of hands. That picture is still remarkably accurate.
Outside sales is all about being where your customers are. Instead of dialing from a cubicle, representatives travel to offices of prospects and meet face-to-face. These professionals own a specific sales territory. Their sales calls happen out in the real world where they need to build relationships to create repeat customers from prospects. They are ambassadors who own a territory and act as the human bridge between a company and its clients.
The personality that thrives in outside sales
That level of personal connection calls for a certain temperament. Successful reps tend to be self-starters who are comfortable working independently and like the variety that comes from an ever-changing schedule. The importance of interpersonal skills cannot be overemphasized. Self-motivation, adaptability and persistence are the minimum. Most employers look for at least a high-school diploma with some preferring a bachelor’s degree in business. Relevant experience in sales or customer service certainly helps. New hires often receive on-the-job training. The ability to read a room and listen deeply remains the secret sauce of success.
Outside sales compensation
Compensation reflects both the travel and the autonomy. Many reps receive a base salary plus commission. Some reps get minimal base salary under $50,000. Others get well-over $100,000. Commissions can and often do dwarf these figures. Geography and experience also matter and major metropolitan areas often pay higher salaries. Seasoned professionals with a track record of closed deals negotiate better compensation than the norm. Commissions are where things get interesting as high performers regularly double their base pay.
On paper, those numbers are attractive, but the job’s appeal often lies elsewhere. Outside sales offers a level of autonomy uncommon in other roles. Reps have to own their own schedules. This is a double-edged sword as autonomy can quickly fall into complacence if the individual doesn’t have the right mindset. If you thrive on independence and don’t mind living out of a suitcase, that freedom can be intoxicating. The downside? You’re measured by results. There isn’t a supervisor down the hall, so self-discipline and resilience matter.
AI assistance
In an age of generative AI, it’s fair to wonder whether a field-based role is future-proof. The human element is going anywhere in this field. Complex deals that need a personal touch, in person, will likely always have a major place across any high-value industries. Software can qualify leads, send automated follow-ups and write draft emails, but it can’t replicate a firm handshake or the gut feeling developed from years in the field. AI gives reps more time to focus on building relationships with customers and closing deals. In short, it accelerates a sales rep’s performance but will not replace it.
Key industries
Outside sales also tends to be a versatile career path. Pharmaceutical companies rely on reps to explain complex medications to physicians. Construction equipment firms need someone who can walk a job site and speak the language of contractors. Software vendors send reps to conferences and boardrooms to demonstrate products in person. That cross-industry demand, combined with a skill set centered on communication and relationship-building, makes the role resilient. As long as businesses need humans to build trust and navigate nuance, there will be a place for professionals who are willing to hit the road and make the sale.
If the idea of driving growth from the driver’s seat appeals to you, it’s worth learning the ropes. A concise primer on what outside sales entails and how to break into the field can be found at RepMove’s introduction to outside sales. It offers a digestible overview of the job and will help you decide whether this path fits your personality and career goals. It’s also a wonderful tool for those already in the industry.
Outside sales rewards grit. For the right person, it’s a dream job.