An inside sales representative works for a mid to large sized company, and is responsible for selling that company’s products and services from within the office. The job description of an inside sales representative involves independent research, a positive and optimistic attitude, excellent customer service skills, and a detailed knowledge of the company’s products and surrounding market.
An inside sales representative researches a company’s consumer base and target market, locates potential customers and clients, makes telephone sales calls, delivers product pitches, and closes sales whenever possible.
Essential Duties and Responsibilities of an Inside Sales Representative
•Meets with sales director or company manager to determine and assess company sales goals.
•Sets personal sales goals.
•Researches potential sales leads and new customers or clients.
•Cold calls potential leads and customers to pitch company product or service.
•Works to overcome customer hesitations to close a sale.
•Negotiates prices and offers discounts and deals as incentive for customers.
•Maintains logs of all sales calls and activity.
•Enters sales percentages and client information in company database.
•Draws up reports of sales activity and percentages.
•Presents sales records to manager or CEO.
•Devises ways to improve sales strategies and activity.
•Manages existing customer or client accounts.
•Checks in with existing customers to maintain positive relationships.
•Addresses and resolves any customer issues and complaints.
•Researches customer demographic, needs, and buying trends to inform sales pitches.
•Attends and participates in sales team meetings.
Required Knowledge, Skills and Abilities
•Demonstrates excellent interpersonal and customer services skills.
•Possesses detailed knowledge of the company’s products and services.
•Possesses knowledge of competitive markets and products.
•Exhibits strong persuasive and negotiation skills.
•Demonstrates perseverance and self-motivation.
•Communicates clearly and effectively.
•Possesses excellent phone etiquette.
•Maintains professional and friendly tone and demeanor at all times.
•Exhibits strong computer skills.
•Is capable of conducting independent research.
•Demonstrates ability to locate sales leads and maintain a professional network.
•Exhibits ability to remain calm and polite when dealing with frustrated customers or clients.
•Demonstrates knowledge of Microsoft Office Suite.
•Possesses strong writing skills.
•Types quickly and efficiently.
•Exhibits solid time management skills.
Education and Experience
An inside sales representative holds a Bachelor’s Degree in Sales, Marketing, Business, or a related field. Most sales representatives have also had some previous work experience in the marketing, sales, or customer service industries.
An inside sales representative spends the majority of his or her working hours in an office setting, and must be able to spend long periods of time speaking with existing or potential clients on the phone. On average, an inside sales rep works 40 hours per week, though some may work longer hours to bring in additional clients.
The average salary for an inside sales representative is approximately $40,000-$45,000 per year. Salaries range from $30,000 to $100,000 per year depending on the representative’s experience and success and the size and profile of the company for which he or she works. Some inside sales reps also receive commissions on top of base salaries for bringing in new clients.