Education · 1 of 4

The path

There is no fixed route. Most reps learn on the job and move up by hitting targets.

1. 1

   High school

   Grades 11 and 12

   Any part-time job that puts you in front of customers counts: retail, phones, fundraising.

2. 2

   Post-secondary, optional

   0 to 4 years

   A 2 or 3-year college diploma in business or marketing, or a business degree. Technical fields (software, medical, industrial) like reps who understand the product.

3. 3

   Entry sales job

   1 to 2 years

   Inside sales, sales development or a junior account role. You learn the product, the pitch and the CRM (customer relationship management) software.

4. 4

   Full territory or account list

   By year 3

   Your own clients and your own target. Commission starts to matter.

5. 5

   Senior rep, key accounts or sales manager

   5 or more years

   The best sellers either keep selling for big commissions or move into managing a team.