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How to Become a Enterprise Sales Representative

Are you interested in a career in enterprise sales? Many major corporations need talented enterprise sales professionals to help secure their large-scale deals. If you like the sound of a high-profile and high-salary role, you should look into how to become an enterprise sales representative. 

You’ll earn an average salary of $81,055 as an enterprise sales representative, according to ZipRecruiter. This figure is significantly higher than the national average salary, making enterprise sales a lucrative field. Keep reading to find out how to become an enterprise sales representative and succeed in the field. 

What Is an Enterprise Sales Representative?

An enterprise sales representative sells products and services to large companies. They generate revenue by helping procure large, complex contracts. They often specialize in an area. In order to be a successful enterprise sales representative you need excellent sales skills along with strong business and tech knowledge. 

These professionals need in-depth subject expertise and an ability to work under pressure. The job typically involves working on high-profile contracts with multiple stakeholders and large budgets. 

Enterprise Sales Representative Job Description

An enterprise sales representative must play a vital role in helping organizations grow their revenue, meet their sales objectives, and acquire new client relationships. They must provide sales solutions that will increase sales, profitability and meet organizational requirements. 

Enterprise sales is often a long process. Sales representatives must combine their sales knowledge, a deep subject knowledge, and an understanding of company goals to provide a tailored solution to generate sales and negotiate contracts. 

Enterprise Sales Representative Salary and Job Outlook

Enterprise sales representatives are well paid. You can expect to earn an average salary of $81,055, according to ZipRecruiter. This is significantly higher than the national average salary for all occupations, at approximately $56,310, as reported by the US Bureau of Labour Statistics (BLS).

The demand for sales representatives as a whole has cooled off over the past few years, but these professionals are still needed. They are classified under wholesale and manufacturing sales representatives, who are estimated to see jobs increase by 2 percent between 2019 and 2029 according to BLS. 

However, the job demand for sales reps working in independent agencies is expected to be higher. Enterprise sales representatives who work in the ever-increasing field of tech solutions are likely to have a good job outlook. 

Top Reasons to Become an Enterprise Sales Representative in 2021

There are plenty of reasons why you should consider a career as an enterprise sales representative. It could be a very lucrative career path if you hone your sales skills and become a senior-level rep. Below are the top reasons to become an enterprise sales representative.

  • High salaries and bonuses. Successful enterprise sales representatives earn high salaries. Most companies offer their sales reps bonuses after accomplishing certain milestones. These bonuses come in the form of trips, cash, cars, and cruises. 
  • Low barriers to entry. The enterprise sales industry does not have many technical barriers to entry. For instance, most sales rep positions don’t require applicants to have specialized college or university education. All that is needed is a passion for sales, excellent communication skills, and a strong desire to learn about your clients. Networking opportunities. The sales industry is one of the most social industries, making it excellent for expanding your professional networks. 
  • Growth potential. Sales careers require professionals to constantly grow and develop their skills as markets are always changing. This is excellent for career development and progression.

Enterprise Sales Representative Job Requirements

Enterprise sales involves finding highly specialized solutions to generate revenue or expand into different markets. The nature of this work might vary from company to company but ultimately requires a sales rep to work with a range of stakeholders across a company to close high-value contracts or deals. Below we’ve rounded up the key requirements for a job in enterprise sales. 

  • Sales experience. Most enterprise sales reps work with large firms. You need to have work experience in selling products to generate revenue. Some employers prefer candidates with at least a few years of experience in sales.
  • Bachelor’s degree in a related field. Although this is not a requirement, employers typically prefer employing sales reps with a bachelor’s degree. According to Zippia, approximately 62 percent of all enterprise sales reps have a bachelor’s degree in marketing, business, or a related field.
  • Excellent communication and relationship-building skills. A huge part of sales involves communication and developing meaningful relationships. You will be required to find potential clients in a bid to generate revenue. 
  • Proficiency in enterprise sales software. You’ll need to be proficient in enterprise sales software, including working knowledge of customer relationship management (CRM) systems.

Types of Enterprise Sales Representative Careers

Although they have the same general purpose, there are different types of enterprise sales representative roles you can choose to pursue. As well as the job role, you can also specialize in a particular industry or area of expertise. 

Sales Development Representatives

As the name suggests, these professionals are part of a sales marketing team whose main aim is to assess whether prospective leads can generate business development. They work under sales managers to liaise between companies and potential customers after performing market research. 

Inside Sales Representatives

Inside sales reps are responsible for generating business sales remotely rather than the traditional face-to-face approach. They provide different sales channels to ensure the success of an enterprise sales model. 

Brand Ambassadors

Companies hire brand ambassadors to be the face of their respective brands. They usually work to influence the market with specific products or services.  

Enterprise Sales Representative Meaning: What Does an Enterprise Sales Representative Do?

Enterprise sales reps reach out to prospective clients and offer business products and solutions to generate sales, revenue, and clients. Below are some of the main roles, duties, and responsibilities of enterprise sales reps. 

Reach Out to Potential Clients

Enterprise sales reps reach out to prospective clients to understand their problems or business needs and offer solutions. They are often responsible for developing a list of potential clients and generating leads.  

Close Contracts

After understanding a client’s needs, you’ll want to close the deal. Remember, the sales process can be long in this type of role, taking anywhere from a few months to a year. A big part of the job is working on the contract details. 

Build Relationships 

Client relationships are the most important part of the role. You’ll be responsible for expanding the company’s database with prospects and maintaining relationships with existing clients within your market or territory. 

Essential Enterprise Sales Representative Skills

To succeed in this role you’ll need a mix of technical skills and soft skills to help with market research and closing deals with prospects. Below are some essential skills to have in order to make complex sales.  

Sales Skills

Sales professionals must have great solution selling skills. You’ll need to be able to understand and communicate with multiple stakeholders about their needs to help close deals and generate sales. 

Tech Knowledge

Most enterprise sales reps work in tech. You need to have a strong understanding of the related terminology and technology. 

Communications Skills

Communication skills, both verbal and written, will come in handy when presenting solutions and building relationships with potential clients. 

How Long Does It Take to Become an Enterprise Sales Representative?

The time it takes to become an enterprise sales representative depends on the path you decide to take. If you choose to first earn a bachelor’s degree, it might take you four to five years before you land a related job. 

If you don’t earn a degree first, you’ll need to get an entry-level position and climb up the ranks. It might take you three to six years before you get a worthwhile sales representative position.

Can a Coding Bootcamp Help Me Become an Enterprise Sales Representative?

Yes, a coding boot camp can help you become a tech sales representative. Coding bootcamps are excellent for students looking to pick new skills fast. They offer fast-paced and immersive programs to help students become ready for the job industry in just a matter of weeks. They are also significantly cheaper than traditional institutions such as universities and colleges.

Can I Become an Enterprise Sales Representative From Home?

Yes, you can become an enterprise sales representative from home. There are plenty of online bootcamps, degree programs, and courses you can complete remotely. Even after completing these programs, you can work from home. A lot of jobs today require professionals to work remotely, even in sales.

How to Become an Enterprise Sales Representative: A Step-by-Step Guide

Becoming an enterprise sales rep is reasonably straightforward. Many positions don’t require students to have an advanced level of education, lowering the barriers to entry for interested professionals. Below are steps you should consider taking to become a successful enterprise sales rep.

Step 1: Complete Your Formal Education

Although it is not necessary, most employers prefer working with professionals with some form of formal education. For this reason, it is in your best interest to get a high school diploma or, better yet, a bachelor’s degree. Alternatively, consider enrolling in a bootcamp, online course, or trade school offering related courses.

Step 2: Gain Valuable Hands-On Experience

Gaining on-the-job experience is the next step that you should consider. You can do this either during or after your education. Most employers prefer hiring professionals with some work experience. 

Consider applying for an internship program or volunteer work at organizations with sales departments. You can use this opportunity to work on your soft skills, including relationship building and sales skills. 

Step 3: Work on a Winning Resume

A resume is an important step to get right. Keep it up to date with your most relevant experiences, technical and soft skills. Once you’ve had a taste of the sales industry, the next step is to prepare a resume that matches the job requirements.  

Best Schools and Education for an Enterprise Sales Representative Career

While formal education is not a requirement, most employers prefer hiring professionals with a strong educational background. This could include certificates and bachelor’s degrees. Below are the best schools and education for an enterprise sales rep career. 

Enterprise Sales Representative Bootcamps

There are a ton of bootcamps offering sales-related programs. Consider attending one of the best online sales bootcamp to kickstart your training and gain valuable career support.  

Vocational School

A vocational school offers post-secondary training designed to prepare students for employment in a specific job industry. There are a ton of vocational schools offering sales training programs for every budget. 

Community College

Also known as junior colleges, community colleges offer two-year associate degree programs designed to set students up for four-year degrees or direct employment in some cases. One of the main reasons to consider a community college is the price. Courses from these institutions are reasonably priced and significantly cheaper than universities. 

Some of the best schools for business sales include Maricopa Community Colleges, Houston Community College, and York County Community College. Be sure to also look out for courses labeled as marketing and sales, sales training, and sales performance training.

Enterprise Sales Representative Degrees

There is no specific degree required to become a professional enterprise sales rep. However, degree programs in marketing, consumer behavior, sales, and business in general, should be your preferred field of study. Many universities across the United States offer such programs. 

The Most Important Enterprise Sales Representative Certificates

Certificates and certifications are a great way to verify your skills to potential employers. They also provide professionals with growth opportunities for promotions and possibly higher salaries. While there are no specific enterprise sales rep certificates, you should consider the following certificates as a salesperson. 

Certified Sales Development Representative

The American Association of Inside Sales Professionals (AA-ISP) awards this certification. This document is a beginner-level sales certification that confirms your knowledge of sales fundamentals.

Customer Service and Sales Certified Specialist

Earning the Customer Service and Sales Certified Specialist certification from the National Retail Federation demonstrates experience in sales and retail. Although meant for professionals in retail and sales, course topics cover important enterprise sales concepts such as customer life cycle, engagement strategies, and upselling techniques.

Certified Professional Sales Person

The National Association of Sales Professionals (NASP) offers many certification programs, including this one which confirms your knowledge of sales strategies, client experience, and sales cycles. The coursework also includes effective communication strategies with clients to close deals.

How to Prepare for Your Enterprise Sales Representative Job Interview

You only have a short window to make a lasting first impression during an interview. The best way to get ready for such is by preparing for interview questions to help you anticipate questions that might be asked. Below are some questions that will help you prepare for your enterprise sales representative job interview.  

Enterprise Sales Representative Job Interview Practice Questions

  • Describe a previous situation that required you to close a deal with a client. 
  • Walk us through your enterprise sales process. 
  • How do you identify, generate and close sales opportunities?
  • How do you keep up with the latest industry trends in sales?

Should I Become an Enterprise Sales Representative in 2021?

Yes, you should become an enterprise sales representative. You should especially consider this career if you have a knack for selling and relationship management. If the allure of high salaries does not entice you, consider the job satisfaction you will get by delivering solutions to clients and generating revenue for your employer.


Can You Become an Enterprise Sales Representative Without a Degree?
Yes, you can become an enterprise sales rep without a degree. Most related positions do not require a high level of education. While a bachelor’s degree may be preferred, an associate’s degree or high school diploma is usually enough.  Bootcamp certificates are a great way to get job-ready and develop your skills. However, you need to have some hands-on experience working in this or a similar position to increase your chances of landing employment.
Is It Hard to Become an Enterprise Sales Representative?
No, it is not difficult to become a successful enterprise sales rep. All you need is a passion for learning on the job coupled with strong selling and relationship management skills.
How Much Do Top Enterprise Sales Reps Make?
Successful enterprise sales representatives earn high salaries. Reports from ZipRecruiter suggest that enterprise sales representatives earn salaries as high as $120,000 and low as $32,000. Most companies offer their sales reps bonuses after accomplishing certain milestones. These bonuses come in the form of trips, cash, cars, and cruises.
What Makes a Good Enterprise Sales Rep?
Excellent selling and relationship management skills are some of the main characteristics of a good enterprise sales rep. They are also patient, optimistic, and highly driven professionals.
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