- 1,571,400 jobs in 2025, with little or no change projected to 2035 (BLS)
What kind of sales rep do you need?
Start by deciding where the rep will sell and to whom. An inside sales rep works by phone, email and video from your office; an outside rep visits customers in a territory. Some roles focus on new business, others on growing existing accounts.
Write down the products, the customer type, the territory and the target for the first year. That sets the pay, the experience you need and the questions you will ask.
What should you pay a sales rep?
Pay depends heavily on what they sell and where. Reps selling technical and scientific products typically earn more than reps selling other products (BLS). Contact us for a current salary benchmark for your state and role.
Check BLS data for your metro and product type before setting a range.
How should you structure base and commission?
The BLS notes that most employers pay sales representatives a combination of salary and commission, or salary plus bonus. Commission is usually a percentage of sales. Bonuses may depend on individual, team or company results.
Write the plan down before you interview: base salary, commission rate, what counts as a sale, when it is paid and any cap. Good candidates will ask, and a vague answer loses them.
What experience should you look for?
- Experience selling to the same type of customer, at a similar deal size
- A sales cycle similar to yours, whether one call or six months
- Numbers they can explain: quota, attainment and how they got there
- Comfort with a customer relationship management (CRM) system
- For technical products, enough product knowledge to be credible; the BLS says these reps typically need at least a bachelor's degree
How do you interview a sales rep?
Ask for their numbers in the last two roles: quota, results and how they were measured. Then run a 15-minute role-play using one of your real products and a typical objection. Watch whether they ask questions before they pitch.
Finish by asking how they would spend their first 30 days. Strong candidates talk about learning your customers, not just making calls.
What should you ask references?
- Did they hit their number, and how consistently?
- How did they handle a lost deal or a bad quarter?
- Did customers ask for them by name?
- Would you hire them again?
When should you hire a sales manager instead?
If you need someone to build a team, set targets and coach other reps, you are hiring a sales manager. Sales managers are paid more than reps, so be clear which role you are funding.
What does it cost to hire a sales rep through RecruitJet?
Direct hire is 25% of first-year compensation, paid on placement, with no upfront fee. Compensation means base salary plus any bonus agreed at offer. You typically meet a shortlist of interviewed, reference-checked local candidates within 10 business days of kickoff, and every placement carries a free 90-day replacement guarantee.
Sources
- BLS Occupational Outlook Handbook: Wholesale and Manufacturing Sales Representatives
- BLS Occupational Outlook Handbook: Sales Managers (May 2025)
Sales manager recruiting
Local direct hire: interviewed, reference-checked candidates, and one fee when your hire starts.
