How to Become a Sales Representative: Step-by-Step Career Guide

Sales representatives build pipeline and close revenue. In remote B2B companies the path usually starts as a sales or business development representative (SDR/BDR) who books meetings through outreach, then moves to account executive, running discovery, demos, negotiation and closing. Performance is measured precisely against quota.

This guide sets out realistic routes into the profession, a staged plan with the evidence to collect at each step, projects that prove you can do the work, and the first job titles to search for. It also shows live data on current sales representative vacancies so you can see what employers are asking for today.

What a sales representative does day to day

• Researching accounts and sending personalised outreach sequences.
• Running discovery calls to qualify needs, budget and timeline.
• Delivering a tailored demo with a solutions engineer.
• Updating opportunities and forecasts in the CRM.
• Negotiating terms and coordinating legal and procurement steps.

Can you work remotely as a sales representative?

This profession is highly remote-friendly. Inside sales and SaaS sales are widely remote, run through video calls, CRMs and sales engagement tools. Field sales, territory roles and some enterprise positions require travel or residence in a territory, and many roles require working hours that match the customers' region.

Routes into the profession

Route	Typical time	Best for
SDR or BDR entry role	Immediate entry; 12–24 months to AE	The standard route in SaaS; training is provided, and promotion depends on results.
Customer-facing role transfer	1–6 months	Retail, hospitality and recruitment experience translates well.
Business or marketing degree	3–4 years	Helpful for graduate sales programmes at larger companies.

A staged plan

Timings assume steady part-time effort and will vary with your starting point. Move on when you have the evidence, not when the calendar says so.

Stage	Focus	Evidence to collect
Months 0–1: foundations	Sales process, discovery questions, objection handling.	Practice calls recorded and reviewed.
Months 1–2: tools	CRM basics, LinkedIn Sales Navigator, sequences.	A sample prospect list and outreach sequence.
Months 2–3: apply	SDR roles in a sector you understand.	A CV with targets and results from previous jobs.
Year 1–2: promotion	Consistent quota achievement and learning full-cycle selling.	Quota history and closed deals.

The skills employers actually test

Hiring processes for sales representative roles are built to check a consistent set of abilities. Plan your learning so you can show evidence of each:

• Honesty and consistency.
• Repeatable pipeline generation.
• Qualification discipline.
• Self-awareness.
• Value selling.
• Organisation and accuracy.
• Discovery before pitching.
• Self-discipline.

Projects that prove you can do the work

Employers hire evidence. Each of these projects produces something you can show and discuss in an interview:

• Write a prospecting sequence for a company you admire and ask a sales leader for feedback.
• Record a mock discovery call and critique it.
• Sell something tangible: a side business, event tickets or fundraising with measurable results.
• Map a company's buyer personas and objections from public information.

First job titles to search for

Entry roles are rarely titled simply "sales representative". Search for these titles too:

• Sales Development Representative
• Business Development Representative
• Inside Sales Representative
• Junior Account Executive
• Account Manager

Moving from an adjacent role

Many people reach this profession from roles such as retail sales associate, recruiter, customer success representative, hospitality manager. From hospitality, retail, recruitment or customer service? Emphasise persuasion, resilience and targets you hit. Aim for SDR roles, which are designed as an entry point, and learn a CRM and basic sales frameworks before applying.

Certifications worth considering

Sales hiring is driven by results, not credentials: quota attainment is the certification that matters. Methodology training such as MEDDICC is valued when it matches the company's sales process, and free HubSpot courses are a sensible first step for newcomers.

• HubSpot Inbound Sales Certification — HubSpot Academy; entry level. Best for newcomers learning a modern sales methodology for free.
• Salesforce Certified Sales Representative — Salesforce; associate level. Best for reps who want a recognised name on their CV early in their career.
• MEDDICC / MEDDPICC training — Various providers (e.g. MEDDICC-accredited trainers); professional level. Best for account executives moving into complex B2B or enterprise deals.

The full certification guide for sales representatives compares prerequisites, formats and renewal rules.

How the career usually progresses

Most people start in one of the entry titles above, take on larger pieces of work within two to three years, and then choose between deeper specialisation and leading others. Pay generally follows scope rather than years alone.

Preparing for your first interviews

Most sales representative hiring processes have around 4 stages, usually including a hiring-manager interview. The sales representative interview guide covers the questions and practical tests in detail.

Related guides for sales representatives

• Resume examples for sales representatives
• Cover letter examples for sales representatives
• Sales Representative interview questions and answers
• Important certifications for sales representatives
• Current remote sales representative jobs

Frequently asked questions

Do I need a degree to become a sales representative?

Not always. SDR or BDR entry role is the traditional route, but customer-facing role transfer and business or marketing degree also lead to jobs when backed by solid evidence of your skills.

How long does it take?

Typical timelines: sDR or BDR entry role takes Immediate entry; 12–24 months to AE; customer-facing role transfer takes 1–6 months; business or marketing degree takes 3–4 years.

Is it a remote-friendly career?

It is highly remote-friendly. Inside sales and SaaS sales are widely remote, run through video calls, CRMs and sales engagement tools.

Can I learn it online?

Online study works well for knowledge and tools. You still need practice on realistic work, feedback from experienced practitioners.

What should I do first?

Start with sales process, discovery questions, objection handling, and aim to finish that stage with this evidence: practice calls recorded and reviewed.