what is an inside sales representative?
An inside sales representative is a sales professional who uses remote communications to sell products and services. This role took shape as global telemarketing expanded. Phone leads were once more prominent than those found online or through email. Phone canvassing has remained but is now more extensive using wireless technologies.
Every sales professional studies a specific market. They then develop a list of leads and engage with them to close deals. Inside sales representatives also take these steps but pursue them without having direct contact with their leads. Companies rely on inside sales representatives because their work builds revenue and gains more leads. You know a job involves inside sales when it is in-house, but there is no face-to-face contact with clients.
Computers are now central to remote sales, so inside sales teams study and research more than ever before. Being good with data and knowing how to find it gives you a unique advantage in selling. It is crucial to understand your audience, no matter what industry you enter as an inside sales representative. You then craft pitches for the specific leads you are going to pursue.
Would working as an inside sales representative suit your sales and communication skills? Then read on to find out what competencies and qualifications you need to thrive in an inside sales representative role.
view our jobsaverage inside sales representative salary
According to Job Bank, inside sales representatives in Canada take home an average salary of $53,318 per year. That means you earn $27.34 per hour. In an entry-level position, you start with a salary of $40,000 annually. As you gain experience, your earnings increase gradually. You can take home over $96,824 per year when you have extensive sales experience. Like other sales roles, you'll likely receive commissions and bonuses for meeting your targets.
how to increase your salary as an inside sales representative
When you are a new inside sales representative, you start with a lower salary due to your minimal experience. Inside sales representatives who have honed their craft with a few years of experience can negotiate higher salaries. While qualifications are not a priority for most employers, they boost your earning potential and improve your chances of moving up to a leadership role.
Aside from experience, the company you work for also influences your earnings. If you are an inside sales representative for high-end goods or tech products, you are likely to earn more than an inside sales rep who sells products of low value. For instance, if your job is to sell cars, you earn more compared to an inside sales rep selling clothes.
types of inside sales representatives
The types of inside sales representatives depend on the customers they sell to. In addition, they differ based on the products and services they market. Some types of inside sales representatives include:
- Business-to-business (B2B) inside sales representatives: you research potential businesses or companies you can sell to. You reach out to businesses online to explain how your products can benefit their companies.
- Business-to-consumer (B2C) inside sales representatives: your job is to reach potential customers by phone and explain the features of your product, attempting to close a sale. You also contact leads generated from online sources, helping to guide them through the purchase process.
- Fashion inside sales representatives: your job is to find and contact potential customers interested in fashion items. You advise on sizes and other features.
working as an inside sales representative
If you enjoy working in sales, consider becoming an inside sales representative. Discover the duties, responsibilities and work environments in the role.
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what does an inside sales representative do?
Some of the duties of an inside sales representative include:
- Identifying new sales opportunities: as an inside sales representative, you seek out new customers for your company's products or services and contact people who have expressed interest in your products. You rely on industry directories and mailing lists to find new leads. Social media is also a ripe place to find new sales opportunities. You can browse and participate in online forums to gain new clients and improve brand awareness.
- Researching potential customers or accounts: you should make effective pitches to attract new customers and clients, so you research them and use the background information to create a personalized pitch. Some information to look for includes a customer's annual revenue, business needs and current suppliers. This information helps you determine what you can offer the client.
- Building relationships with clients: as an inside sales representative, you receive incoming sales calls and assist customers with purchases. You also make follow-up calls to encourage customers to make purchases. It is your job to build a rapport with potential customers. After closing a sale, you stay in touch with the customer to foster a good relationship and sell additional items.
- Negotiating sales terms: when a customer agrees to purchase your product, you negotiate the terms of the sale to ensure they get a good deal. For instance, you negotiate a customized sales package with the customer and determine the discount or after-sale service accompanying the purchase. You also record the agreed purchase amounts, rates, and terms of service before preparing the products for delivery.
- Collaborating with the sales team: when you find online leads, you direct some of them to sales executives. You handle straightforward negotiations but work with sales reps on large-scale or complex sales contracts.
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work environment of an inside sales representative
Unlike sales reps who work on a retail floor, inside sales representatives often work from home or in remote offices. When you work remotely, you are responsible for your schedule. No matter which shifts you choose, your ability to reach your sales goals justifies your remote position. The basic selling tools and tactics are the same, but you need the patience to sit by yourself, strategize and go through numerous contacts. There's no travelling involved in the role since you complete most tasks online. If a customer requests an in-person demonstration, you make arrangements with an outside sales representative.
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who are your colleagues?
As an inside sales representative, you work alongside customer service representatives, sales representatives and marketing executives. Other sales professionals you are likely to interact with include sales managers and sales associates. If you work in the company's office, you are likely to interact with administrative staff, including administrative assistants and office managers.
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inside sales representative work schedule
As an inside sales representative, expect to work a full-time schedule, often over 40 hours a week. Sales is a competitive field, so your desire to work and consistency in showing up means more hours and better positions. The research and practice you bring to the job require you to take initiative and use some of your time to perfect your sales skills.
Inside sales representatives in offices start working when the facility is open. At-home personnel often have the option of starting earlier or later, depending on the employer.
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career opportunities as an inside sales representative
As an inside sales representative, you have multiple opportunities for career growth. Since the role of an inside sales representative is an entry-level position, your career progression is gradual as you gain experience and additional skills. Most inside sales reps become sales executives or representatives and take up complex responsibilities. Some become sales managers, account managers or marketing managers, while others specialize in customer service, often becoming customer service representatives or managers.
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advantages of finding a job as an inside sales representative through randstad
Working with Randstad offers you a range of benefits:
- Always a contact person you can fall back on and ask for help from
- Many training opportunities
- A range of jobs in your area
inside sales representative skills and education
Some of the requirements of becoming an inside sales representative in Canada include:
- College diploma or university degree: while you can get a job as an inside sales rep with secondary school qualification, some employers require a college diploma or university degree. Pursue a college diploma in sales, marketing or business administration to gain the relevant skills. Some products require specific subject matter training to understand how the product works. For instance, technical products may require the completion of short courses.
- Work experience and certification: you require some work experience in sales or visual merchandising to work as an inside sales rep. In some Canadian provinces, you require certification from a regulatory body to sell certain products. For instance, a bookseller in Quebec needs certification from the Ministry of Employment. In Ontario, you require a certification from Skilled Trades Ontario to sell hardware items and building materials. Motor vehicle sales reps also need a licence from the Ontario Motor Vehicle Industry Council.
competencies and characteristics of inside sales representatives
As an inside sales representative, you require the following skills:
- Listening skills: since you deal with clients remotely, you don't have the benefit of using body language to understand your customers. Good listening skills help you answer questions accurately and build a rapport with customers.
- Organizational skills: because you handle multiple customer accounts, organizational skills help you manage all customer activities on time and provide accurate feedback.
- Reliability: you should be reliable in order to build customer trust. For instance, if you promise to deliver the goods on time, fulfill your promise to maintain and solidify trust.
FAQs about inside sales representative jobs
Here, you will find the answers to the most frequently asked questions about the profession of an inside sales representative.
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what is the job of an inside sales representative?
As an inside sales representative, you sell products or services to customers by email, phone and online channels. You study a specific market and identify potential customers for your products. You also generate leads that outside sales representatives can follow up on to close sales.
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how much do sales reps make in Canada?
As an inside sales rep, you earn an average salary of $53,318 per year. When you have minimal experience, you start with a salary of $40,000 per year. The amount increases gradually with experience, and you can take home over $96,824 annually. Your earnings fluctuate based on the company you work for and the complexity of your duties.
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is inside sales representative a good job?
Working as an inside sales representative is a great career. This is the perfect role to launch your career and build your sales and people skills. Since the path to promotion is clear, you can move up the ladder to middle-level managerial roles and other leadership positions.
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is being an inside sales representative hard?
If you are doing it right, you will enjoy working as an inside sales representative. When you are starting out, you may face some challenges trying to generate leads and close sales. However, with patience and hard work, you should start making sales.
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what channels do inside sales representatives use?
As an inside sales representative, you make sales without meeting with potential customers face-to-face. You make cold calls, send emails and chat with customers online to convince them to buy a product or service.
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how do I find a job as an inside sales representative?
Finding a job near you as an inside sales representative is easy. Search our job offers. Have you found what you're looking for? Then submit your application using the ‘Apply’ button top right on the page. No jobs available right now? Send us your resume and we'll pass it on to a recruiter who will contact you if an opportunity opens up for you.
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