Outside Sales: Best 2021 Practices & Detailed Tips (Updated)

Outside sales
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Successful salespeople are well-versed in the goods they deliver and have excellent customer service skills. These characteristics are used by outside sales representatives to meet prospective clients in person and form long-term relationships. Working as an outside sales representative entails regular touring and changing one’s schedule to accommodate the needs of clients. We’ll go into what outside sales is, what an outside salesperson’s duties are, and how to be a good outside salesperson in this article.

What are outside sales?


When a salesperson works with clients or consumers in the industry on a daily basis, this is known as outside sales. Outside salespeople rarely work in a traditional office setting. They often travel to clients to sell them a product or service. Clients are normally met in a venue that is most convenient for them. This may be a client’s office, a coffee shop, a conference space, or some other professional meeting location.

What is an outside sales representative?

An outside sales representative is a business professional who meets with and sells to clients outside of a conventional office setting. Outside sales representatives meet with potential buyers in person to either market their product or develop a partnership with an existing customer.

Outside sales agents work on the clients’ schedules and they fly often to meet with them. As a result, they often work outside of normal business hours. They can meet with a client before or after business hours to establish a relationship, demonstrate a product, and answer any questions they have about their services. Outside salespeople seldom work in a traditional office setting, so they can work from a home or remote location.

Responsibilities of an outside sales agent


Outside sales representatives must remain on top of their daily sales duties while still scheduling time to travel to meet with new and existing clients. Outside sales representatives have a variety of roles and obligations, including:

  1. In-person meetings with consumers to inform and promote their product or service
  2. Through meeting with current customers on a regular basis in the industry, you will build and nurture long-term relationships with them.
  3. Demonstrating or teaching about commodities by hands-on demonstrations or tutorials
  4. Calling customers or holding video conferences with them
  5. Contract renewal or renegotiation with existing or former customers
  6. Having client meetings and working around their timetable
  7. Setting and meeting sales targets monthly
  8. Attending trade shows and conferences to promote the product or service to potential customers.

Outside sales: B2B vs. B2C

Outside sales representatives also target a particular demographic with their products. A business-to-business (B2B) salesperson sells a service to a different company. A task management software system, for example, might sell its product to other companies to help them keep track of their daily tasks.


Businesses can be more difficult to sell because they are aware of traditional sales strategies and likely use them themselves on a daily basis. This iswhy so many outside sales agents have a lot of experience selling. They understand how to market their goods in a distinctive and personable manner. Traveling and meeting customers in person helps to work directly with them and develop a trusting relationship that goes beyond simple sales strategies.

When a company sells a product to another company, it typically maintains a long-term relationship with the customer. This is because B2B companies typically invest in the ongoing operation of another company. As a result, companies can send an outside sales representative to the client to present the contract and discuss any conditions.

On the other hand, when a company sells directly to a buyer, this is known as business-to-consumer (B2C) marketing. B2C sales are illustrated by a retail store selling shoes to a consumer. Since the buyer can buy the product and never see the salesperson again, this is frequently a single transaction. An outside salesperson may use this to effectively sell the product to the consumer since the customer is unfamiliar with common sales strategies.


Employed in outside sales? Here are few pointers

As an outside sales representative, you’ll need good time management and customer service skills because you’ll be traveling and selling to new customers on a regular basis. To succeed in an outside sales role, follow these guidelines:

Make sure you do thorough research on an organization before going in


This will make your sales pitch more personable and relatable. Furthermore, since they are aware of standard sales techniques, you can strive to make yours exclusive/unique to them in order to stand out from the crowd.

For starters, you can examine the company’s website and do an internet search for them. This can help you discover any problems the company is having so you can better explain why your product is a good fit for them. Meanwhile, I f you remember the prospect’s name, you can learn more about them by looking at their social media accounts or reading about them on the company’s website, if one is available.

Know your product

When selling a product, you should be extremely knowledgeable about it. Customers may have unique questions about how it works, and you should be prepared to answer them. They will be more interested in using your product if they see how well you know it and can answer all of their questions. Also, a deep understanding of your product and the industry positions you as a trustworthy source of information. This makes it easier to build confidence and develop a relationship with customers.

But then, how do you go about this? 

You can start by meeting with a member of your company’s product development team or a subject matter expert. Ask as many questions as you can about the product to ensure you understand what there is to know about how it works and can pass this knowledge on to any potential or existing customers.

Salary of an Outside Sales Representative

The pay of an outside sales agent varies depending on the sector and the company’s compensation policies. Aside from these two factors, the ability of an outside agent to pursue sales may have an effect on commission bonuses. Here are a few examples of how businesses compensate their outside salespeople.

  1. Annually: $30,000 to $80,000, minus bonuses and commissions.
  2. Hourly rates range from $10 to $22 per hour.
  3. Commissions range from $1,934 to $41,367 a year, with overall compensation ranging from $31,000 to $90,000.
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