Sales Representative (Business Services)

A sales representative in the business services sector identifies and pursues sales opportunities with corporate and small business clients, presenting service solutions such as consulting, outsourcing, IT support, or professional services. They build and maintain client relationships, negotiate contracts, and work to achieve sales targets and revenue quotas. The role typically involves a mix of field visits, telephone contact, video conferencing, and office-based administration across the Australian market.

Identify prospective business clients through market research, lead lists, and referral networks in the target industry sector. Develop tailored service proposals and pricing structures that address identified client needs and competitive positioning. Prepare and deliver presentations to decision makers and procurement teams using slides, case studies, and service demonstrations. Negotiate contract terms, service levels, pricing, and payment conditions with clients and internal account managers. Maintain and update customer relationship management (CRM) systems with contact details, interaction history, and sales pipeline status. Qualify leads by conducting discovery calls to confirm business need, budget availability, and decision-making timeline. Follow up with prospects and existing clients via email, telephone, and face-to-face meetings to progress sales opportunities. Collaborate with service delivery, legal, and finance teams to ensure contracts align with service capacity and compliance requirements.

The standard entry pathway requires a Certificate II or III (ABS skill level 4). Specific qualification requirements vary by employer and state. Some employers may accept equivalent experience. Check yourcareer.gov.au for available courses and dewr.gov.au/skills-reform/free-tafe for subsidised training options.

Your income is heavily commission-based, so earnings swing wildly month to month. Sales cycles for B2B services are long (3 to 9 months), meaning you chase deals now that won't pay until next quarter. You'll hit rejection constantly and face pressure to meet quarterly targets regardless. Pay growth is often limited unless you move into management.

Most roles cluster in inner-city office parks where corporate clients are based. Regional Australia has limited B2B services demand. Remote work is possible but employers still prefer field presence for client visits.

Published for ANZSCO unit group 6113, the wider group this job sits in, not for this job on its own.

This is the median for full-time employees who are not managers and are paid at the adult rate, before tax and salary sacrifice. It is a guide to what the work pays, not a wage rate.

Source: ABS Survey of Employee Earnings and Hours, May 2025, customised report.

• Active Listeningcore
• Carry out sales analysiscore
• Characteristics of productscore
• Characteristics of servicescore
• CRM System Operationcore
• Customer Needs Assessmentcore
• Customer Success Planningcore
• Goal Setting and Planningcore
• Negotiationcore
• Objection Handlingcore
• Outbound Customer Contactcore
• Stakeholder Communicationcore
• Time Management and Prioritisationcore
• Upselling and Cross-Sellingcore
• Verbal Communicationcore
• Written Communicationcore
• Achieve sales targets
• Adaptability and Flexibility
• Advertising techniques
• Advise on heating systems energy efficiency
• Churn Risk Identification
• Email Management
• Invoicing and Billing Administration
• Microsoft Office Suite Proficiency
• Onboarding New Clients
• Problem Solving
• Reporting and Analytics
• SLA and KPI Adherence
• Telephone Etiquette

• ABS OSCA 2024, occupation definition and task statements
• ABS Survey of Employee Earnings and Hours, May 2025, customised report.
• ABS, 2021 Census of Population and Housing based on usual place of residence (Custom Report). OSCA Experimental Estimates.

Role data is drawn from official Australian Government sources, and each figure names where it comes from. Where a role is not in the ABS classification, the page shows no government figures for it. Data may not reflect every local variation.

Where our numbers come from.

What Sales Representative (Business Services) workers move into, from ten years of tax records.

Last updated: 30 October 2026