How to Become a Sales Representative: Salary & Career Paths for 2025

by Imed Bouchrika, Phd

Co-Founder and Chief Data Scientist

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Sales careers continue to be in high demand, with approximately 2.5 million sales representatives currently employed across the US, based on data from the US Bureau of Labor Statistics (BLS) and Zippia. However, breaking into the field—or advancing within it—requires a mix of skills, experience, and strategic career planning. Many aspiring sales professionals struggle to understand which qualifications matter most, how salary structures work, and what career growth looks like. Without clear guidance, they may miss lucrative opportunities or enter the wrong sales sector. This guide will walk you through the steps to becoming a successful sales representative for 2025, covering education, job opportunities, salaries, and career advancement strategies.

Key Things You Should Know About Becoming a Sales Representative

• Sales representatives in technical and scientific product sales earn a median annual salary of $99,710, while non-technical wholesale and manufacturing sales reps earn $65,630. Field sales reps have a median salary of $48,460.
• Many sales professionals start in entry-level roles like sales development representatives and move up to account executives, sales managers, and even VP-level positions.
• Commission structures significantly impact total earnings, with some sales roles offering straight commission, tiered commissions, or base salary plus commission models.

Table of Contents

1. Do you need a degree to become a sales representative?
2. How do you get your first job as a sales representative?
3. What is the average salary of a sales representative for 2025?
4. How does commission work in sales jobs?
5. What are the career growth opportunities for a sales representative?
6. What are the most effective sales techniques for 2025?
7. Can you be a remote sales representative?
8. What are the biggest challenges sales representatives face?
9. What are the ethical responsibilities of a sales representative?
10. How is AI changing sales jobs for 2025?
11. How can continuous professional development advance a sales career?
12. How can HR principles drive sales team success?
13. How does pursuing an advanced degree boost strategic sales leadership?
14. How crucial is mentorship and networking for a thriving sales career?
15. Can building a strong personal brand accelerate your sales career?
16. How can integrating project management methodologies improve sales performance?
17. Other Things You Should Know About Becoming a Sales Representative

Do you need a degree to become a sales representative?

A college degree is not always required to become a sales representative, but having one can provide a competitive edge. Many employers prefer candidates with a background in business, marketing, or communications, as these fields develop essential skills like negotiation, customer engagement, and market analysis. However, the most critical factor in sales success is not formal education but a combination of persuasion, resilience, and relationship-building abilities.

For those looking to enhance their credentials affordably, a cheap business degree online can be a practical option. These programs offer flexibility while covering key sales-related subjects such as consumer behavior, financial management, and digital marketing. Additionally, certifications like the Certified Professional Sales Person (CPSP) or industry-specific training can further strengthen a candidate’s qualifications.

Ultimately, experience often outweighs formal education in the sales industry. Many successful sales professionals start in entry-level roles, develop hands-on expertise, and climb the career ladder based on performance. While a degree can open doors, strong interpersonal skills, persistence, and adaptability are what truly define success in this field.

How do you get your first job as a sales representative?

Since sales roles exist in almost every industry, identifying an area of interest—such as technology, pharmaceuticals, or retail—can help job seekers focus their search. Many aspiring sales professionals start with internships, part-time roles, or customer service positions to gain hands-on experience.

For those considering a career shift, exploring easy trades to learn can provide valuable insights into industries with strong sales potential. Sales representatives in wholesale and manufacturing (technical and scientific products) are projected to see 3% job growth over the next decade, while those in non-technical wholesale and manufacturing sales can expect 1% growth. Additionally, field sales representative roles are projected to grow by 4% over a similar period, reflecting continued demand for sales professionals across industries.

To land a first job, candidates should focus on networking, refining their resumes, and preparing for sales interviews. Developing a strong LinkedIn presence, attending industry events, and practicing common sales interview questions can significantly improve job prospects. Many companies also offer entry-level sales training programs, providing newcomers with the foundational skills needed to succeed in this field.

What is the average salary of a sales representative for 2025?

Sales salaries vary based on industry, experience, and commission structures, but the earning potential remains strong. The median annual wage for sales representatives in wholesale and manufacturing (except technical and scientific products) was $65,630 as of May 2023. For those specializing in technical and scientific product sales, the median salary was $99,710. Meanwhile, field sales representatives earn an average salary of $48,460 per year.

Professionals who combine sales experience with business expertise can command even higher salaries. For example, business management degree salary can often exceed six figures. Earning this degree can help sales representatives transition into management roles. Additionally, performance-based incentives like commissions and bonuses further enhance total compensation, making sales one of the most lucrative career paths for driven individuals.

How does commission work in sales jobs?

Sales representatives often earn commissions in addition to their base salaries, allowing for higher earning potential based on performance. There are several types of commission structures:

• Straight Commission: Earnings are entirely commission-based, meaning income fluctuates based on sales performance.
• Base Salary + Commission: A fixed salary provides stability, with commissions acting as performance incentives.
• Tiered Commission: The commission rate increases as sales targets are met, encouraging higher performance.
• Gross Margin Commission: Earnings are based on the profit of each sale rather than the total sales amount.
• Draw Against Commission: Employees receive an advance on future commissions, ensuring income stability.

Below is an example of how commission and salary structures impact total earnings:

Understanding commission structures is crucial for sales representatives to maximize their earnings. Employees should carefully review their compensation plans and negotiate commission terms to ensure financial stability and growth potential.

What are the career growth opportunities for a sales representative?

Sales careers offer structured growth opportunities, allowing professionals to progress into leadership roles or transition into specialized fields. Entry-level representatives typically start as sales development representatives or inside sales associates, focusing on lead generation and prospecting. With experience, they can advance to account executives, key account managers, or senior sales roles.

Many sales professionals move into management after gaining a few years of experience. Promotions to sales manager, regional sales director, or Vice President of Sales often come with significant salary increases and leadership responsibilities. Developing expertise in finance, marketing, or data analysis can also open doors to executive-level sales roles.

For those looking to expand their skill set, earning an accounting certificate can be beneficial. Understanding financial statements, profit margins, and pricing strategies enhances a sales representative’s ability to negotiate deals effectively and improve profitability for their company.

In niche markets like luxury retail or apparel, those interested in combining fashion knowledge with sales may even explore what school has the best fashion design program to gain a competitive edge when working with high-end brands or designer labels.

Sales professionals with business acumen often transition into entrepreneurship, consulting, or sales training, leveraging their experience to build independent careers.

What are the most effective sales techniques for 2025?

Sales techniques evolve alongside consumer behavior, but some fundamental skills remain critical for success. According to Zippia, the most commonly used skills in sales for 2025 include:

• Basic Math – Essential for calculating discounts, commissions, and pricing strategies.
• Phone Calls – Effective communication over the phone remains a key tool for closing deals.
• POS Systems – Familiarity with digital sales platforms is crucial in retail and e-commerce settings.
• Cleanliness – Important in retail environments where presentation influences customer decisions.
• Advanced Math – Used in analyzing sales data, forecasting revenue, and negotiating bulk pricing.
• Customer Service – Building rapport and maintaining client relationships boost long-term sales success.
• Product Knowledge – A deep understanding of what you're selling helps address customer pain points.
• Other Skills – Includes emerging trends like social selling, AI-driven insights, and CRM management.

Modern sales professionals must combine traditional sales techniques with digital strategies. Leveraging social media, personalized email marketing, and AI-powered customer insights can improve conversion rates. Additionally, active listening, empathy, and problem-solving remain key skills that differentiate top performers in the field.

Professionals transitioning from industries such as environmental science, where attention to detail and data interpretation are crucial, may find their analytical background—possibly shaped by completing one of the best online geoscience and geology degree programs—an asset in navigating today's data-driven sales environments.

Can you be a remote sales representative?

The rise of digital tools and virtual sales platforms has made remote sales roles more common than ever. Many companies now offer fully remote sales positions where representatives conduct business through video calls, emails, and CRM platforms rather than face-to-face meetings.

Remote sales representatives need strong self-discipline, digital communication skills, and proficiency with virtual sales tools. Platforms like Zoom, Salesforce, HubSpot, and LinkedIn Sales Navigator help sales professionals track leads, engage with clients, and close deals from anywhere.

Industries that commonly hire remote sales reps include:

• Software as a Service (SaaS) – Selling cloud-based solutions to businesses.
• E-commerce and Retail – Managing inbound and outbound online sales.
• Medical and Pharmaceutical Sales – Engaging with healthcare providers remotely. Professionals transitioning into this space sometimes enhance their industry knowledge by exploring top online medical transcription courses to better understand medical terminology and documentation.
• Financial Services – Offering investment products, insurance, or banking solutions.

Remote sales roles provide greater flexibility and access to global clients, but they also require excellent time management and self-motivation.

What are the biggest challenges sales representatives face?

While sales can be rewarding, it comes with its fair share of challenges. Some of the most common include:

• Meeting Sales Targets – Pressure to hit quotas can be stressful, especially in commission-based roles.
• Handling Rejection – Sales reps must develop resilience and learn to turn rejection into learning opportunities.
• Keeping Up with Market Trends – Consumer preferences and industry trends shift rapidly, requiring continuous learning.
• Balancing Administrative Tasks – Sales reps often juggle prospecting, follow-ups, CRM updates, and reporting.
• Navigating Supply Chain Issues – Limited product availability or delays can impact sales performance.

For professionals in B2B sales and supply chain-related industries, pursuing careers in logistics can help them better understand inventory management and distribution challenges. Developing a strategic approach to overcoming these hurdles is crucial for long-term success.

What are the ethical responsibilities of a sales representative?

Sales ethics play a crucial role in maintaining trust and credibility. A responsible sales representative should:

• Be Honest and Transparent – Avoid misleading customers or making exaggerated claims.
• Respect Customer Privacy – Adhere to data protection laws and ethical marketing practices.
• Follow Fair Pricing Practices – Ensure pricing structures are fair and competitive.
• Avoid High-Pressure Tactics – Customers should feel empowered to make informed decisions, not coerced.
• Adhere to Industry Regulations – Compliance with advertising laws and fair competition guidelines is essential.

Understanding consumer psychology can help sales professionals balance persuasion with integrity. Those looking to deepen their knowledge of ethical sales practices might consider a business psychology degree to understand the principles of ethical persuasion and buyer behavior.

How is AI changing sales jobs for 2025?

AI is revolutionizing sales by enhancing productivity, streamlining processes, and improving customer interactions. According to a McKinsey & Company survey, AI adoption in marketing and sales has resulted in revenue increases, with:

• 34% of businesses seeing up to a 5% increase in revenue
• 24% reporting a 6% to 10% revenue increase
• 8% experiencing more than a 10% increase

AI-driven tools like chatbots, predictive analytics, and automated CRM systems are transforming the way sales reps work. Some key AI applications include:

• Lead Scoring and Predictive Analytics – AI helps identify high-potential leads based on behavioral data.
• Automated Follow-Ups – Chatbots and email automation improve response times and lead nurturing.
• Personalized Sales Pitches – AI tailors recommendations based on customer preferences and purchase history.
• Dynamic Pricing – Machine learning models adjust pricing based on demand and competitor trends.

These innovations are also influencing other fields. For example, individuals pursuing technical sales in industries like climate control systems may benefit from top ranked online HVAC certifications to pair specialized knowledge with AI tools.

While AI enhances efficiency, sales professionals still play a crucial role in building relationships, handling complex negotiations, and offering personalized service. The key to staying relevant in an AI-powered sales landscape is combining technology with human expertise.

What do sales representatives say about their career journey?

Becoming a sales representative gave me financial independence and career flexibility I never thought possible. With commission-based earnings, my hard work directly impacts my paycheck, and I love the challenge of building client relationships. Every day is different, and that's what keeps me motivated! Jason

I started in an entry-level sales role with no experience, and within a few years, I moved into a management position. Sales taught me resilience, negotiation skills, and the power of persistence, all while offering unlimited growth potential. If you're ambitious, this is a career where you control your success! Maya

What I love about sales is the balance of strategy and human connection. The thrill of closing a deal is rewarding, but even more fulfilling is helping clients find solutions that genuinely improve their businesses. Plus, the earning potential is incredible when you're passionate about what you sell! Henry

How can continuous professional development advance a sales career?

Continuous professional development is essential for maintaining a competitive edge in an evolving sales landscape. Sales professionals who invest in structured training and advanced certifications are better equipped to respond to changes in technology, market dynamics, and customer expectations. For example, pursuing specialized degrees or short-term programs can refine negotiation techniques, digital communication skills, and data-driven decision-making abilities, which are critical in today’s performance-based environments.

Sales representatives can leverage targeted educational offerings to stay ahead of industry trends without disrupting their career progression. A focused program such as the 1 year online masters in human resources not only enriches strategic HR insights but also enhances skills relevant to team leadership and client relationship management. Ultimately, continuous learning fosters adaptability, builds new capabilities, and drives sustainable success within a rapidly changing market.

How can HR principles drive sales team success?

Sales leaders who integrate human resources strategies foster cohesive teams and sustain high performance. Applying HR principles in sales environments enhances recruitment transparency, performance management, and career advancement while refining conflict resolution and motivational techniques. By leveraging structured HR practices, sales managers can build resilient, agile teams that drive consistent revenue growth. For those interested in formal insights into human resources, consider exploring how long does it take to get a degree in HR.

How does pursuing an advanced degree boost strategic sales leadership?

Advanced education can transform a sales professional’s career by deepening strategic insights and refining data-driven decision-making. A focused curriculum in business leadership and financial analysis equips professionals with the tools needed to identify market trends and drive sustainable growth. Enrolling in programs like DBA online programs offers practical applications of advanced theories and a rigorous framework for innovative sales management, ultimately enhancing credibility and preparing individuals for high-level leadership roles.

How crucial is mentorship and networking for a thriving sales career?

Establishing reliable networks and engaging with experienced mentors can significantly enhance sales performance and career progression. Targeted networking provides access to industry insights, potential referrals, and diverse approaches to overcoming sales challenges. Mentorship relationships offer personalized guidance, leadership strategies, and exposure to advanced practices that are difficult to acquire independently. Investing in professional networks, including industry conferences and peer groups, also promotes collaborative problem-solving and innovative thinking. For professionals aiming to elevate their strategic vision and leadership capabilities, pursuing an online 1 year MBA can further refine these skills and expand influential connections.

Can building a strong personal brand accelerate your sales career?

A strong personal brand distinguishes top sales professionals by clearly communicating expertise, reliability, and unique value propositions to potential clients and employers. Cultivating a consistent online presence through platforms, thought leadership content, and industry engagement reinforces credibility and opens doors to strategic opportunities. Complementing your personal branding efforts with advanced academic credentials—for example, exploring AACSB online MBA degree programs cheapest—can further enhance your business acumen and market visibility.

How can integrating project management methodologies improve sales performance?

Applying project management techniques to sales initiatives enables more structured planning, precise execution, and continuous process improvement. By aligning project management methodologies with campaign strategies, sales teams can optimize resource allocation, adhere to strict timelines, and enhance cross-functional collaboration. This systematic approach not only drives efficiency but also facilitates detailed performance tracking, ensuring that every stage of the sales cycle is executed with clarity and purpose. For professionals looking to acquire these valuable skills swiftly, consider pursuing the fastest online project management degree to gain a competitive edge in today’s dynamic market.

Key Findings

• Sales representatives in technical and scientific product wholesale and manufacturing are projected to see a 3% job growth rate, while non-technical sales reps will see 1% growth. Field sales roles are projected to grow by 4%.
• As of May 2023, the BLS estimated that thousands of sales representatives work across wholesale, manufacturing, and retail industries, highlighting the broad employment opportunities in this field.
• Median salaries range from $48,460 for field sales representatives to $99,710 for technical and scientific product sales reps.
• AI adoption in marketing and sales has led to revenue increases for businesses, with 34% seeing up to a 5% increase and 8% experiencing more than a 10% boost.
• Digital tools and CRM platforms are making remote sales more viable, with industries like SaaS, e-commerce, and financial services hiring remote sales representatives.

Other Things You Should Know About Becoming a Sales Representative

What is the hunter mindset in sales?

The hunter mindset in sales revolves around proactively seeking out new business opportunities rather than relying on existing clients. To succeed with this approach, you need to develop strong prospecting skills, such as cold calling, networking, and lead conversion. A well-rounded strategy includes leveraging multiple channels—social media, industry events, and referrals—to consistently generate leads and build relationships with potential customers.

Is sales challenging for introverts?

Contrary to common belief, introverts can excel in sales just as much as extroverts, if not more. While their approach may differ from the high-energy, outgoing style often associated with sales, introverts tend to be great listeners, thoughtful communicators, and highly empathetic—qualities that foster strong client relationships. By focusing on consultative selling and leveraging their natural ability to build trust, introverts can thrive in this field.

How do I know if a career in sales is right for me?

If you enjoy fast-paced work environments and find motivation in achieving goals under pressure, sales might be a great fit for you. Success in this field often depends on how well you handle deadlines, maintain resilience, and quickly convert leads into customers. If you're results-driven, adaptable, and comfortable with challenges, a sales career could be both rewarding and fulfilling.

What is the highest-ranking position in sales?

The highest leadership role in a sales organization is the Chief Sales Officer (CSO). This executive is responsible for overseeing the entire sales strategy, managing the VP of Sales, and ensuring the company meets its revenue targets. As the top decision-maker for sales operations, the CSO plays a crucial role in shaping business growth and driving long-term success.

References:

• BLS. (2024, August 29). Sales occupations. BLS.
• BLS. (2024, August 29). Wholesale and manufacturing sales representatives. BLS.
• Singla, A., Sukharevsky, A., Yee, L., Chui, M., & Hall, B. (2025, March 12). The state of AI: How organizations are rewiring to capture value. McKinsey & Company.
• Zippia. (2024, July 25). Field Sales Representative Trends. Zippia.
• Zippia. (2025, January 8). Field Sales Representative Demographics and Statistics [2025]: Number of field sales representatives in the US. Zippia.
• Zippia. (2025, January 8). Field Sales Representative Salary (March 2025). Zippia.
• Zippia. (2025, January 8). Sales Person Demographics and Statistics [2025]: Number of sales persons in the US. Zippia.
• Zippia. (2025, January 8). Sales Person skills for your resume and career. Zippia.