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What Is an Inside Sales Representative and How to Become One

Inside Sales Representative

What Is an Inside Sales Representative?

An inside sales representative is a sales professional who conducts sales online or over the phone. A career in inside sales is very similar to outside sales job model. You are responsible for developing and maintaining client relationships based on leads, and your compensation is usually based on commission. Since relationships are developed virtually, rather than in person, the position requires a unique set of skills一these include a high level of computer proficiency, phone skills, and the ability to build rapport during client calls without the benefit of face to face interaction.

How to Become An Inside Sales Representative

The career path to becoming an Inside Sales Representative typically involves obtaining at least a high school diploma or GED. Some employers may require qualified candidates to hold a bachelor's degree in business, sales, marketing, or another business-related field. Having experience in a commission-based or other sales role may help you succeed in this position, but depending on the employer or industry, it may not be required. Being proficient in Microsoft Office suite products, having experience cold calling and closing sales, and being knowledgeable with CRM software like Salesforce may be beneficial as well. Some on-the-job training may be provided, but qualified candidates will have the basic sales training and experience to jump right into the role.

What Skills Do Successful Inside Sales Representatives Have?

To succeed as an inside sales representative, you must have in-depth product knowledge and excellent interpersonal skills. When you first start selling a new product, pay close attention during product training sessions. You need to understand every component of the products you sell in order to answer customers’ questions and explain how the product provides a solution they need. You also need to know how to build rapport with customers over the phone, which requires excellent communication skills. Finally, you need solid closing techniques to convert a prospect into a sale before you hang up.

Inside Sales Representative Job Description Sample

With this Inside Sales Representative job description sample, you can get a good idea of what employers are looking for when hiring for this position. Remember, every employer is different and each will have unique qualifications when they hire for a Inside Sales Representative role.

Job Summary

Our company needs an Inside Sales Representative to boost our B2B sales. You need to be comfortable with outbound calling, connecting with customers to establish a relationship, and using customer relationship management (CRM) software. Our ideal candidate has an impressive track record of closing sales in a similar industry and excellent negotiation and communication skills. We prefer those who have a degree in a business-related field, but we are willing to consider applicants with extensive sales experience.

Duties and Responsibilities

  • Source new leads
  • Follow up on leads to find new customers
  • Use negotiation skills to close deals
  • Communicate with existing customers about their needs
  • Use CRM software to increase customer retention

Requirements and Qualifications

  • Bachelor's degree in a business-related field
  • Sales experience; B2B sales experience preferred
  • Strong communication and negotiation skills
  • Able to use CRM software such as Salesforce
  • Excellent multitasking skills