Sales Representative

a sales representative (often called an Inside Sales Representative) is responsible for the entire sales cycle—from lead generation to closing deals—using digital communication tools rather than face-to-face meetings. Because they operate without a physical office, their role emphasizes high levels of autonomy, digital proficiency, and disciplined CRM management. 

Core Roles & Responsibilities

• Lead Generation & Prospecting: Identifying and qualifying potential customers through digital channels like LinkedIn, email outreach, and cold calling.
• Virtual Presentations: Conducting product demonstrations and sales pitches via video conferencing platforms like Zoom or Microsoft Teams.
• Pipeline Management: Rigorously tracking all customer interactions, follow-ups, and deal stages in a CRM (e.g., Salesforce or HubSpot) to ensure no leads are lost.
• Negotiation & Closing: Handling objections and finalizing contract terms remotely using e-signature tools like DocuSign.
• Relationship Management: Building long-term trust through consistent digital engagement and providing post-sales support to encourage renewals or referrals.
• Sales Reporting: Analyzing personal performance metrics (e.g., conversion rates, quota attainment) and reporting progress to management via virtual check-ins. 

Essential Remote-Specific Skills

• Self-Discipline: Managing a personal schedule and maintaining high activity levels (calls/emails) without direct in-person supervision.
• Digital Communication: Mastering "on-screen presence"—such as looking directly at the camera and using vocal variety—to build rapport through a screen.
• Active Listening: Developing a high "talk-to-listen" ratio (ideally ~43% listening) to uncover client pain points without the benefit of reading physical body language.
• Technical Troubleshooting: Basic proficiency in managing one's own home office setup, including stable internet and audio/video hardware. 

Typical Daily Activities

• Morning: Reviewing the CRM for urgent follow-ups and planning the day's outreach strategy.
• Mid-Day: Executing outbound "blocks" (calls/emails) and hosting 2–4 scheduled discovery calls or demos.
• Afternoon: Updating lead records, collaborating with marketing or product teams via Slack, and attending virtual sales coaching sessions.