How to Hire an Outside Sales Representative: Skills to Look for and a Strategic Hiring Guide

Hiring an outside sales representative is pivotal for companies aiming to expand their market reach and boost revenue. This role requires individuals with exceptional communication skills, persistence, and the ability to close deals. However, many companies find it challenging to identify candidates with the right mix of skills and experience. Often, the oversight is in failing to thoroughly assess candidates' abilities to navigate competitive environments and their capacity to create and nurture relationships.

In this article, we will guide you through the entire process of hiring an outside sales representative, from identifying key skills and qualifications to structuring the interview process. We will also explore various platforms to find top talent and discuss the ranks and expected costs associated with this role. For more insights on interview questions and skills assessments, check out our Outside Sales Representative Interview Questions.

Table of contents

Key Skills and Qualifications for Outside Sales Representatives

Hiring an Outside Sales Representative requires a careful balance between required and preferred skills. What's essential for your company may not apply universally. For example, while a proven sales record is crucial, the specific tools and industry knowledge can vary significantly between organizations.

To help you build an effective candidate profile, consider the following essential skills and qualifications that are generally sought after in this role:

• Required Skills and Qualifications:
  • Bachelor's degree in Business, Marketing, or related field
  • 3+ years of experience in outside sales or business development
  • Proven track record of meeting or exceeding sales targets
  • Excellent communication and interpersonal skills
  • Valid driver's license and ability to travel frequently

• Preferred Skills and Qualifications:
  • Experience with CRM software (e.g., Salesforce, HubSpot)
  • Knowledge of the industry or target market
  • Multilingual capabilities
  • Experience with sales analytics and reporting tools
  • MBA or advanced degree in a related field

This blend of required and preferred qualifications ensures you attract candidates who not only meet your immediate needs but also add long-term value to your team. For deeper insights on the hiring process, consider checking out our detailed guide on hiring a sales rep.

10 platforms to hire Outside Sales Representatives

Now that you have an effective Job Description (JD) for your Outside Sales Representative role, it's time to list it on job platforms to attract potential candidates. Utilizing the right platforms can streamline the hiring process and connect you with qualified professionals.

Indeed

Great for finding full-time Outside Sales Representatives with its large database and extensive reach.

LinkedIn

Ideal for professional networking and finding candidates with established reputations and references.

Upwork

Useful for hiring freelance Outside Sales Representatives for short-term or project-based work.

For starters, platforms like Indeed offer a large database focused on full-time positions, while LinkedIn is ideal for professional networking with established candidates. If you're looking for freelance talent, Upwork serves well for project-based needs. The remaining platforms include Glassdoor, Sales Gravy, ZipRecruiter, FlexJobs, CareerBuilder, AngelList, and Monster, each catering to various aspects of the job market, such as company culture, specialized talent, or part-time positions.

Keywords to Look for in Outside Sales Representative Resumes

Resume screening is a time-saving step in hiring Outside Sales Representatives. It helps quickly identify candidates with the right skills and experience before moving to interviews.

When manually screening resumes, focus on key terms like 'sales targets', 'client relationships', and 'territory management'. Look for specific achievements, such as 'exceeded quota by 20%' or 'expanded client base by 30 new accounts'.

AI tools can streamline the resume screening process. You can use AI-powered screening tools to quickly analyze resumes against your job requirements and rank candidates based on their match score.

Here's a sample prompt for AI resume screening:

TASK: Screen resumes for Outside Sales Representative role

INPUT: Resumes

OUTPUT: For each resume, provide:
- Name
- Matching keywords
- Score (out of 10)
- Recommendation
- Shortlist (Yes, No, or Maybe)

KEYWORDS:
- Sales techniques (cold calling, negotiation, closing deals)
- Business acumen (market analysis, competitive intelligence)
- [CRM software](https://www.adaface.com/assessment-test/sales-aptitude-test) (Salesforce, HubSpot)
- Communication skills
- Territory management
- Client relationship building
- Sales targets and achievements

Which skills tests should you use to assess Outside Sales Representatives?

When hiring an Outside Sales Representative, using skills tests is a straightforward way to evaluate the abilities needed for success in this role. These tests help ensure candidates possess the necessary skills to drive sales and build strong client relationships.

Sales Aptitude Test: This test evaluates candidates' innate sales potential and ability to engage with customers effectively. It is crucial to assess whether they can meet sales targets and adapt to different selling situations. Sales Aptitude Test.

Communication Test: Effective communication is the backbone of sales. This test assesses a candidate's proficiency in conveying messages clearly and persuasively, a key component for successful negotiation and relationship-building. Communication Test.

Customer Service Test: Since Outside Sales Representatives often serve as the face of the company, ensuring they have strong customer service skills is essential. This test measures their ability to handle client inquiries and resolve issues satisfactorily. Customer Service Test.

Problem Solving Test: Sales roles often require quick thinking and adaptability. This test evaluates a candidate's analytical and problem-solving capabilities, ensuring they can navigate complex sales scenarios. Problem Solving Test.

Critical Thinking Test: In sales, the ability to think critically and make informed decisions is a valuable asset. This test measures a candidate's capacity for logical reasoning and strategic planning, which are important for closing deals. Critical Thinking Test.

How to Structure the Interview Stage for Hiring Outside Sales Representatives

After candidates successfully pass the initial skills tests, it's time to move them to the technical interview stage where their hard skills are further assessed. While skills tests are great for eliminating unsuitable candidates, technical interviews help identify the top contenders who possess the necessary qualifications for the role. This stage should be meticulously crafted to discern the candidates who not only fit the role but can also excel in your company's unique sales environment.

Here are some suggested interview questions to consider for this role:

• Describe a time you successfully persuaded a client to purchase a product or service. This question evaluates their persuasive communication skills.
• How do you approach a new sales territory or market? It helps assess their strategic planning and adaptability.
• Can you share an experience where you faced rejection and how you handled it? This gives insight into their resilience and problem-solving abilities.
• What communication skills do you think are crucial for an outside sales representative? This can highlight their understanding of core skills necessary for the job. Learn more about communication interview questions.
• How do you prioritize your sales activities to meet targets? This question explores their time management and goal-setting capabilities.

How much does it cost to hire an Outside Sales Representative?

The cost of hiring an Outside Sales Representative can vary widely based on location, experience, and industry. In the United States, the average salary ranges from $42,758 to $161,319, with a median of $83,052. Canadian salaries are similar, averaging around $85,216 CAD, with a range from $36,918 CAD to $147,065 CAD.

Outside Sales Representative Salary in the United States

The average salary for Outside Sales Representatives in the United States ranges from $42,758 to $161,319, with a median of $83,052. Salaries can vary based on factors like location, experience, and industry.

Top-paying cities include Knoxville, TN, and Charlotte, NC, with median salaries of $93,656 and $88,941 respectively. In contrast, cities like Phoenix, AZ, and Chicago, IL offer lower median salaries at $77,524 and $77,030.

Outside Sales Representative Salary in Canada

In Canada, the salary for Outside Sales Representatives varies significantly based on location. The average salary is approximately $85,216 CAD, with a range from about $36,918 CAD at the lower end to $147,065 CAD for top earners.

For example, in the Greater Toronto Area, the average is $92,766 CAD, while in Vancouver it is around $89,573 CAD. Understanding these figures can help you set competitive compensation packages.

What are the ranks of Outside Sales Representatives?

Outside Sales Representatives often find themselves confused with other sales roles like inside sales or account executives. Understanding the different ranks can help clarify the varying responsibilities and skills required at each level.

• Entry-level Outside Sales Representative: This is typically a starting position where individuals begin to develop their sales skills. They focus on generating leads, conducting initial outreach, and learning the basics of the sales process.

• Mid-level Outside Sales Representative: These representatives have gained some experience and are responsible for managing a growing portfolio of clients. They conduct meetings, negotiate contracts, and actively seek to expand their client base.

• Senior Outside Sales Representative: Senior representatives take on more complex accounts and may mentor junior team members. Their role includes strategic planning and building long-term client relationships to ensure customer satisfaction and repeat business.

• Outside Sales Manager: An Outside Sales Manager oversees a team of sales representatives. They are responsible for setting sales targets, developing strategies, and coaching team members to achieve their goals.

• Outside Sales Director: This is a higher-level position that involves strategic oversight of the entire outside sales department. Directors work closely with other executives to align sales strategies with the overall business objectives.

Hire the Best Outside Sales Representatives

Throughout this blog post, we've explored the essential steps in hiring outside sales representatives, from identifying key skills and qualifications to structuring interviews and understanding the costs involved. These insights provide a roadmap for recruiters and hiring managers to make informed decisions.

If there's one takeaway from this discussion, it's the importance of using accurate job descriptions and skills tests to enhance your hiring process. By doing so, you ensure that candidates meet your specific requirements. Consider utilizing a Sales Aptitude Test to gauge a candidate's potential in sales roles effectively.

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