Inside sales representatives: Salary, career path, job outlook, education and more

Inside sales representatives work mostly in offices while making sales. Frequently, they are responsible for getting new clients by “cold-calling” various organizations, meaning that they call potential customers who are not expecting to be contacted. That way, a representative can establish an initial contact. They also take incoming calls from customers who are interested in their product, and they process paperwork to complete the sale.

Education Required
A high school diploma is typically sufficient for many positions, primarily those selling nontechnical or scientific products. However, representatives selling scientific and technical products usually must have a bachelor’s degree. Scientific and technical products include pharmaceuticals, medical instruments, and industrial equipment. A degree in a field related to the product sold, such as chemistry, biology, or engineering, is sometimes required.
Training Required
Many companies have formal training programs for beginning wholesale and manufacturing sales representatives. These programs may last up to 1 year. In some, trainees rotate among jobs in plants and offices in order to learn all phases of producing, installing, and distributing the product. In others, trainees receive formal technical instruction at the plant, followed by on-the-job training under the supervision of a field sales manager.
Job Outlook
The projected percent change in employment from 2016 to 2026: 6% (As fast as average)
(The average growth rate for all occupations is 7 percent.)
Advancement
Frequently, promotion takes the form of an assignment to a larger account or territory, for which commissions are likely to be greater. Those who have good sales records and leadership ability may advance to higher level positions, such as sales manager, sales supervisor, district manager, or vice president of sales.
Licenses/Certifications
The Certified Professional Manufacturers’ Representative (CPMR) certification and the Certified Sales Professional (CSP) certification are both offered by the Manufacturers’ Representatives Educational Research Foundation (MRERF). Certification typically involves completing formal technical training and passing an exam. In addition, the CPMR requires 10 hours of continuing education every year in order to maintain certification.
Median pay: How much do Wholesale and Manufacturing Sales Representatives make?
$60,530 Annual Salary
$29.10 per hour

Careers for Wholesale and Manufacturing Sales Representatives

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  • Hotel supplies salespersons
  • Manufacturers' representatives
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  • Surgical instruments sales representatives
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