Route Sales Representative Job Description

Route sales representatives drive to various locations and customers to sell products and meet sales targets. This involves developing sales strategies and maintaining and growing a client database to achieve quotas based on individual and company goals. Route sales representatives spend a large proportion of their week driving to different locations to meet with clients. Most work full time. The job can be stressful as it’s dependent on meeting certain targets. People with a passion for hitting targets, who pride themselves on delivering excellent customer service, and who love being on the road, thrive as route sales representatives.


Route Sales Representative Duties and Responsibilities

Based on job listings we analyzed, route sales representatives typically perform the following core tasks:

Selling to Customers

Route sales representatives sell different products or services to a client base. This may include a variety of different sales methods, from cold calling and presentations to departments, to door-to-door selling and company visits.

Forecasting Sales

Route sales representatives forecast their sales and develop strategies to increase their selling potential to meet or exceed targets. Once these strategies have been approved, they are evaluated for effectiveness in meeting personal or team sales targets.

Evaluating Customers’ Needs

Route sales representatives evaluate their customers’ needs, finding the right product for them to build long-lasting relationships and increase sales opportunities. Route sales representatives research their client accounts and follow-up on sales leads.

Attending Sales Events and Conferences

Route sales representatives stay abreast of the latest products or services provided by both their company and its competitors. This involves attending meetings and sales events, as well as training sessions and conferences to stay up to date with the latest news and developments.

Producing Sales Reports and Maintaining Databases

Using financial statistical data, route sales representatives report and provide feedback to management on their client accounts and sales goals, as well as maintaining and growing their base within their assigned area.


Route Sales Representative Skills and Qualifications

Typically, employers require route sales representatives to have a clean driver’s license and a high school diploma, along with the following abilities:

  • Customer service skills – route sales representatives spend a large proportion of their time speaking to and assisting customers; remaining polite and professional helps to build long-lasting relationships
  • Communication skills – good communication skills aid in understanding customers’ needs and providing appropriate products to them
  • Product knowledge – an extensive knowledge of products and services helps to sell them effectively, answering questions or queries clients may have
  • Strength and stamina – this job can be physically demanding with long hours of driving and lifting heavy samples, depending on the product being sold
  • Persuasion – being persuasive makes it easier to sell customers products to suit their needs and meet sales targets


Route Sales Representative Education and Training

There is no formal qualification required to become a route sales representative—employers typically look for candidates with a high school diploma and a commercial driver’s license. Previous retail or sales experience is advantageous, as is prior customer service experience.


Route Sales Representative Salary and Outlook

The median annual salary for route sales representatives is nearly $43,000. Route sales representatives in the 10th percentile earn $25,000 a year, while the highest paid earn just over $63,000 annually. Some companies offer bonus structures based on individual or company performances which can reach up to $10,000 in additional earning potential. Commission pay makes up a large part of the earning potential for a route sales representative.

Medical and dental insurance is often included as part of the benefits package. Location plays an important part in the pay level for this job, closely followed by the level of experience. The Bureau of Labor Statistics expects the growth rate for this sector to grow by five percent through 2026.


Helpful Resources

We’ve collected some of the best resources to help you develop a career as a route sales representative:

Protecting Your Commissions: A Sales Representative’s Guide – A must-read for anyone working in the sales industry, this book provides practical advice on how to earn commissions. The author has over 24 years’ experience in this field, providing great knowledge to help salespeople generate better results.

No Thanks, I’m Just Looking: Sales Techniques for Turning Shoppers Into Buyers – This book is packed with information on how to develop a strong selling career through easy-to-learn steps. From proven selling techniques to stories of trial-and-error experience, this is a useful reference for anyone working in sales.

Sales World – An international LinkedIn group with more than 50,000 members, this is an ideal way to network with like-minded professionals in the sales industry from all over the globe. From sales representatives to account managers and commercial directors, this is a hub of useful knowledge and contacts.

Sales Hacker – Sales Hacker, an online community for sales professionals, posts the latest developments, strategies, and suggestions on how to sell better. The site has blogs, e-books, articles, webinars, and more to help readers learn in a way that suits them.


Route Sales Representative Resume Help

Explore these related job titles from our database of hundreds of thousands of expert-approved resume samples:


Your Cover Letter, Made Easy.

You are looking for your dream job and need a cover letter? My Perfect Cover Letter is your solution and takes the hassle out of cover letter writing. Create the perfect job-worthy cover letter effortlessly in just a few clicks!