Outside sales reps play a crucial role in business development by building personal, in-person relationships with clients. In today’s competitive sales environment, these professionals are more valuable than ever.
Here are the key skills, tools, and strategies required to succeed in outside sales, and how Popl helps improve every stage of the process.
What Does an Outside Sales Representative Do?
Outside sales reps travel within assigned territories to meet with both prospective and existing clients. Unlike inside sales reps who remain at a desk, these professionals meet customers at offices, cafés, industry events, and conferences.
They are responsible for:
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Presenting proposals and product demos
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Addressing customer questions and objections
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Managing long-term client relationships
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Submitting sales reports and tracking progress
How Popl helps: Popl digital business card and CRM allow reps to instantly share their contact information, links, documents, and booking calendars during any meeting. There's no need for paper cards or manual data entry.
Skills You Need to Succeed in Outside Sales
Outside sales is relationship-driven and fast-paced. Success depends on a mix of soft skills, industry knowledge, and the ability to use the right tools.
Communication and Rapport Building
Strong interpersonal skills are essential. High-performing sales reps know how to:
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Speak clearly and confidently
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Adjust their approach based on the client
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Listen actively and respond with empathy
How Popl helps: Reps using Popl Teams can instantly follow up after meetings with auto-texts or emails. This builds trust from the first touchpoint and keeps the conversation going.
Business Insight and Industry Knowledge
Clients expect sales reps to act as advisors. This requires:
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Staying informed on market trends
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Understanding your company’s products
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Positioning offers competitively
How Popl helps: Include pitch decks, brochures, and product sheets in your Popl profile. Prospects receive everything they need in one tap.
Organization and Technical Skills
Reps must juggle client meetings, travel logistics, and administrative tasks. They need:
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Familiarity with CRM platforms
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Calendar management expertise
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Time planning and route efficiency
How Popl helps: Popl syncs all captured leads to your CRM automatically. No more manual entry, missed updates, or scattered notes.
Sales Process Expertise
Closing deals consistently requires:
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The ability to handle rejection
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Strong negotiation techniques
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Self-discipline and perseverance
How Popl helps: Popl’s follow-up tools and lead insights help reps stay persistent with timely, relevant messaging and reminders.
What a Typical Day Looks Like
Outside sales reps split their time between meeting clients and preparing for those meetings. Popl adds efficiency and organization to every part of the day.
Lead Generation and Prospecting
Reps constantly seek out new clients through:
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Research and outreach
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Attending events and networking
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Qualifying leads based on value
With Popl: Every lead captured at a trade show, meeting, or coffee chat is saved instantly with notes and tags. Popl integrates directly with your CRM and automates follow-up workflows.
Presentations and Demos
Sales reps tailor their approach based on the client's needs.
With Popl: Add demo videos, testimonials, and scheduling links to your Popl profile. Share everything in one click, without juggling multiple tools.
Relationship Building
Maintaining long-term relationships is vital. Reps must:
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Follow up consistently
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Add value through insights and support
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Look for expansion and referral opportunities
With Popl: Lead profiles include contact history, notes, and follow-up logs so reps can personalize outreach and build trust over time.
Reporting and Strategy
Reps update systems, analyze data, and plan travel between meetings.
With Popl: All lead data syncs in real time. Sales managers can track lead volume, engagement, and conversion metrics from the Popl Teams dashboard.
Earnings and Career Growth
Outside sales is financially rewarding for top performers. The average salary is $71,145 per year, with commissions adding around $18,000. Reps can grow into:
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Senior sales roles
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Regional and national account management
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Sales leadership and director-level positions
With Popl Teams: Managers gain visibility into each rep’s pipeline, performance, and lead quality. This makes coaching and advancement easier to track.
Tools Every Outside Sales Rep Needs
Modern outside sales professionals rely on mobile-first platforms to stay productive and organized.
Tech for In-Person Selling
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Mobile CRM access
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Digital business cards like Popl
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Lead capture apps with offline mode
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Mobile-friendly presentation tools
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Route planners for efficient scheduling
Organization Tools
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Territory mapping software
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Shared calendars and travel planners
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Document storage apps
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Expense tracking software
Popl combines all your event lead capture needs into one simple platform. No switching between apps. No paperwork. Just seamless in-person selling.
Strategies to Excel in Outside Sales
Time Management
Productive reps:
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Plan daily routes in advance
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Balance client meetings with follow-ups
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Block time for admin work and preparation
With Popl: Use your dashboard to review lead sources, organize prospects by stage, and track engagement activity to stay on schedule.
Build Your Personal Brand
Reps are often the first impression of a company. They must:
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Look and act professionally
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Share insights that help clients
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Deliver on promises and earn trust
With Popl's digital business card, your profile becomes your digital storefront. Include your story, company info, testimonials, and resources in one personalized link.
Master the Sales Funnel
Winning reps:
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Research and qualify leads
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Present tailored solutions
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Handle objections with facts
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Follow up at the right time
With Popl's digital business card, your follow-ups can include custom messages, reminders, and content, all automated and organized.
Starting a Career in Outside Sales
Education and Experience
Although a degree is not required, useful backgrounds include:
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Business or marketing
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Customer service
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Retail or inside sales roles
Tip: Use Popl to build your personal portfolio. Track conversions, share case studies, and prove your results.
Build a Network
Connections help you grow. Get started by:
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Attending industry events
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Joining online sales groups
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Following experts on LinkedIn
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Finding mentors
With Popl's in-person marketing tools like the digital business card and custom badge, every connection becomes a lead. Store notes, tag contact types, and track when and how each person engaged with your content.
Is Outside Sales Right for You?
Outside sales offers independence, high earning potential, and opportunities to build real relationships. It also requires grit, resilience, and strong self-management.
If you enjoy:
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Meeting new people
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Navigating challenges
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Solving problems in real time
Then this could be the perfect career for you.
Want to stand out in every in-person interaction? Discover how Popl helps you capture more leads, close more deals, and grow your pipeline faster by requesting a demo today.
