Everything you need to know about sales experience

When job listings ask for “sales experience”, it feels like a roadblock if you haven’t worked in the industry before. However, you’ve likely got more experience than you realize. You must learn to recognize and articulate it.

In this post, you’ll learn the different forms sales experience takes and six steps to apply for your first role.

Key takeaways for sales experience

• Sales experience means having a history of using persuasion, negotiation skills or objection handling to build trust and impact buyer decision-making.

• It doesn’t necessarily mean on-the-job experience. There are many ways to break into sales without a traditional background that are still worth mentioning in interviews.

• Sales experience helps you navigate challenging conversations and drive results in a new role by strengthening customer relations.

• Use Pipedrive for hands-on experience with transferable sales skills, such as adding contacts and moving deals through a pipeline. Try it free for 14 days.

What is sales experience? Why you may already be qualified

Even if you’ve never held a job with “sales” in the title, you might have more of this experience than you think.

For example, a call center representative for an accounting platform calms frustrated callers and convinces them not to cancel their service.

They use core sales skills like empathy and building trust to influence decisions. While not in the job description, that’s a form of sales experience.

Sales skills are helpful in many roles across different industries – including business-to-business (B2B) and business-to-consumer (B2C) sales, where you pitch, negotiate and close deals with startups, businesses or individual consumers.

For example:

• Retail sales – helping customers find what they need and closing purchases on the shop floor

• Customer service – recommending add-ons or persuading users to upgrade

• Fundraising or nonprofit outreach – convincing people to donate or support a cause

• Account management – maintaining and growing existing client relationships

• Freelancing or self-employment – pitching services, writing proposals and landing clients

Understanding what is considered sales experience shows you don’t need to have held a formal sales role to qualify for one. You only need to be willing to go the extra mile to stand out in interviews.

How to apply for a sales job with no experience: 6 steps

Breaking into sales without a traditional background is more common than you think. Many successful sales professionals start in industries like retail or hospitality.

For example, real estate mogul Barbara Corcoran began her career by waiting tables.

What matters most is your ability to communicate well, solve problems and build trust with people. Show potential employers that you already have the right skill set to thrive and are willing to learn.

Here are six ways to apply for your first sales role:

1. Take sales courses and get qualifications

Sales courses teach foundational skills like prospecting, closing techniques and negotiation strategies. Hiring managers look for these core role-based skills, even in entry-level roles.

Getting sales experience qualifications shows initiative and a commitment to learning the craft.

For example, many employers recognize certifications from Coursera or LinkedIn Learning.

Here’s a free “fundamental selling techniques” Coursera course you could enroll in:

These courses are even more valuable if they cover proven frameworks like SPIN Selling, the Challenger Sale or the Sandler method. Those methodologies teach you to uncover customer needs and lead conversations with insight.

Say you don’t have on-the-job experience from previous roles to list on your resume. However, you have a certification in consultative selling.

This differentiator signals to a hiring manager that you’re serious and proactive. You also already understand the basics and will take less time to train.

How to choose a sales course and put it to good use

• Pick a beginner-friendly course that covers topics like prospecting, objection handling and sales psychology

• Look for certifications to list on your sales resume or LinkedIn profile

• Practice outside the classroom by role-playing conversations with friends or family

• Mention the course in interviews when asked about experience (e.g., “While I haven’t worked in sales, I’m eager to put skills like qualifying leads and handling objections that I learned in my recent course into practice”)

Pairing this type of sales training – which shows resourcefulness – with a positive attitude can open the door to that first job.

2. Learn how to use essential sales software

Sales representatives rely on software to stay organized, manage leads and close deals. Familiarizing yourself with these tools gives you a significant advantage.

A modern sales tech stack includes customer relationship management (CRM) platforms, prospecting tools and outreach software.

Learning how this software works shows initiative and helps you hit the ground running as a new rep. Even basic familiarity with popular technology can boost confidence and streamline onboarding.

Let’s say you haven’t used a CRM in a job before, but you’ve spent time inside Pipedrive’s interface using a free trial:

In your job interview, you can say you already know how to add contacts, move deals through a pipeline and log notes.

How to build your sales software knowledge

• Sign up for free trials with major providers like Pipedrive to explore real features as a user

• Practice adding dummy leads and logging sales activities to simulate a workflow

• Watch demo videos or tutorials to understand how reps make the most of these tools day-to-day

This practical exposure helps bridge the gap between no experience and being ready to contribute from day one.

3. Attend sales industry events

In-person and virtual events are a great way to learn strategy nuances and stay current on sales trends. Conferences and webinars often feature expert panels and include real-world advice that’s hard to find in a course.

Attending events shows enthusiasm and commitment to the field. It builds confidence, expands your network and gives you something concrete to discuss in interviews.

Let’s say you attend a free LinkedIn webinar about artificial intelligence (AI) in sales:

You’ll learn practical sales tips and better understand how this technology helps reps prospect in the real world.

You may also walk away with new LinkedIn connections and more insight than most entry-level applicants bring to the table.

How to make the most of industry events

• Search Eventbrite, YouTube and LinkedIn for relevant webinars

• Look for free seminars and workshops online or in your area

• Attend conferences like SaaStr or Sales Enablement Summit (many offer free virtual access)

• Join local meetups or social media groups and ask about the best events to attend in the future

Showing up in these spaces (even as a beginner) builds credibility and momentum for landing your first role. Plenty of free or low-cost options are available before investing more money.

4. Network with other salespeople in person and online

Connecting with working sales professionals is one of the fastest ways to learn about the field and hear about jobs.

Networking isn’t only for seasoned reps. It’s a smart move for anyone trying to break into the industry. Building genuine relationships leads to referrals and mentorship opportunities.

Many people land their first role because someone gave them a chance, often through a conversation instead of a resume.

Before becoming a media icon, Oprah Winfrey got her first TV job after impressing a local news director during a visit to a station. She hadn’t applied; she was invited to read the news on air during that visit, which led to her hiring.

Asking thoughtful questions and contributing to discussions may connect you with a sales manager hiring for an entry-level role.

That relationship could lead to helpful inside knowledge or even one-to-one coaching through the interview process.

How to start building your network

• Follow and engage with salespeople on LinkedIn and other social media platforms (e.g., comment on posts and ask questions)

• Attend local networking events or meetups to make in-person connections

• Reach out for informational chats with people in entry-level or sales development representative (SDR) roles with a short, friendly message

• Join online communities like Pavilion, SDR Nation or RevGenius to chat with working sales pros

Good networking isn’t about asking for a job right off the bat. It’s about showing curiosity and being part of the conversation to form long-term relationships.

5. Build a personal brand on LinkedIn to attract recruiters

LinkedIn is the platform to show interest in sales, share insights and connect with hiring managers.

Engaging with content and posting to build a personal brand helps you stand out and get noticed by recruiters.

For example, share your favorite tips from a course lesson:

Putting effort into your brand signals motivation and great communication skills – qualities sales leaders prioritize when hiring.

It’s also a personal project you develop throughout your career that’s crucial for thriving in industries like real estate.

Let’s say you post twice a week about:

• What you’re learning in your current sales course

• Takeaways from webinars or events you attend

• Your opinions on trending industry topics

Within a few months, you’ll likely have multiple conversations with other reps and even attract a recruiter to message you about a junior sales role.

How to start building a personal brand that attracts attention

• Post weekly updates about what you’re learning from sales books, courses, webinars and tools

• Engage with content from other sales professionals by liking posts and asking questions

• Write about your journey into sales (even a series of short posts on why you’re making the switch can resonate)

• Keep your profile updated with a headline like “Acquiring B2B sales experience | Open to entry-level roles”

Being visible and active on LinkedIn builds trust with other users over time and leads to opportunities.

6. Target entry-level sales positions

The best way to break into sales is to start with roles designed for beginners. Positions like SDR or business development representative (BDR) teach you the ropes with hands-on experience.

For example, search job sites like Indeed and change the filter to “entry-level”:

These sales roles focus on core skills like prospecting, handling objections and building relationships.

They’re often the first step toward more advanced positions like account manager or sales manager.

Let’s say you apply for a BDR role at a tech company. You don’t have past sales experience (like the job description asks for), but you’ve:

• Completed a course

• Practiced using CRM software

• Engaged with sales content online

Showing this initiative could be enough for a manager to take a chance and train you. You may even surpass someone else with a little more experience.

How to land that first entry-level role

• Search for job titles like SDR, BDR, junior sales rep or inside sales associate

• Focus on transferable skills like adaptability or customer service experience when applying

• Write a tailored cover letter that explains your interest in sales and what you’ve done to prepare

• Highlight any self-directed learning, like courses or software experience

These roles are stepping stones to get you in the door and teach the skills that lead to a long-term sales career.

Typical scenarios where sales experience comes in handy

Once you land that first role, you’ll see how sales experience levels up your ability to navigate challenging conversations, earn trust and drive results.

It doesn’t apply only to selling products. It sharpens your problem-solving and persuasion skills, whether working with customers or presenting internal ideas.

Here are four common scenarios where it makes a real difference:

Handling objections with confidence

Objection handling involves addressing concerns or doubts a sales prospect or customer may have about a product or offer.

Handling these issues shows a deep understanding of the product and the other person’s needs.

In sales, objections are inevitable. Experienced salespeople know how to turn them into opportunities.

They don’t get flustered. Instead, they:

• Stay calm rather than turning defensive

• Listen to understand the real concern

• Reframe the objection to keep the conversation moving forward

For example, a prospect may push back on pricing during a sales demo. A seasoned SDR doesn’t panic. They dig deeper and ask, “Can I ask what you’re comparing us to?”

With more context, the rep tailors the response around value instead of justifying cost. That confidence helps move the deal to the next stage.

Negotiating better deals

Negotiation is about finding common ground while protecting value for the customer and business.

Strong negotiators don’t cave under pressure. They:

• Stay strategic by focusing on the bigger picture, not immediate demand

• Look for ways to create win-win outcomes

• Understand how to hold firm while making the prospect feel heard

Say an enterprise buyer asks for a 30% discount to close the deal this quarter. A skilled account executive doesn’t only drop the price.

Instead, they counter with a smaller discount but bundle in onboarding support and faster implementation. That flexibility keeps the deal moving while protecting revenue.

Pitching ideas to leadership or stakeholders

Selling isn’t limited to customers. Salespeople often pitch internally for new campaign ideas, product feedback or fresh sales strategies.

Sales experience teaches you to:

• Present ideas

• Build a compelling case

• Tailor your pitch to each audience

For instance, a rep may notice that leads from healthcare companies are converting faster. Instead of keeping this insight to themselves, they build a short slide deck and pitch a focused outreach strategy to their manager.

Leadership sees the potential and gives the green light.

Turning customer interactions into long-term relationships

Sales don’t stop at closing the deal. Competent reps know how to build lasting relationships that lead to renewals and referrals.

Connecting with people means:

• Building trust with a mutually beneficial relationship

• Supporting customers

• Spotting red flags and stepping in before problems escalate

These skills all grow with time on the job.

Let’s say a customer signed a six-month contract for logistics software but hasn’t logged in yet. An experienced rep follows up and offers onboarding tips before connecting them to the success team.

That extra attention helps the customer get value from the product, leading to a renewal.

How to describe your sales experience in interview questions

No matter your background, you can answer sales interview questions about your experience. The key is to use storytelling, data or transferable skills to match the response to your stage.

Here are four fictional examples to show that process in practice:

1. No direct sales experience

If you haven’t previously held a formal sales role, focus on transferable skills. Communication, persuasion and problem-solving show your potential to succeed in a sales environment.

You should also mention anything you’ve done to prepare for the interview, such as taking courses or attending networking events.

Here’s an example of what a candidate with no direct experience may say:

Connecting transferable skills like customer retention with proactive learning allows this candidate to show their readiness for a sales role.

2. A little sales experience

If you’re early in your career path, focus on your steps to build foundational skills. For example, you can discuss earning sales certifications, shadowing other reps or ramping up in a current role.

You’ll want to highlight your eagerness to learn and any early results or momentum that show you’re off to a strong start.

Here’s an example of what a candidate new to the industry might say:

Tangible results like hitting your quota can make you stand out and prove your ability to learn fast.

3. Intermediate sales experience

If you’ve been in sales for a few years, you must focus on a proven track record in your interview. Hiring managers want to see how your work contributed to revenue or pipeline growth.

Use numbers, short success stories and lessons you’ve learned to show how you’ve impacted customers.

Here’s an example of what an intermediate-level candidate could say:

This candidate brings numbers to the table, showing concrete proof of success. They also highlight teamwork and innovation in their approach to sales.

4. Expert sales experience

If you’re a seasoned rep, you’ll want to lean into long-term strategy and how you elevate the rest of your sales team.

In your interview, discuss mentoring, refining sales processes and contributing to colleagues’ growth (not only individual performance).

Here’s an example of what an expert-level candidate might say:

This candidate shows exceptional personal performance and helps others grow, which is key for leadership roles in sales.

8 crucial sales skills every prospective rep should have

Whether you’re applying for your first sales job or aiming to level up, relevant skills are non-negotiable.

Here’s a breakdown of the most important sales skills discussed above and why they matter:

Top-performing reps rely on these soft skills, traits and abilities daily (and hiring managers look for them in every candidate).

Sales experience FAQs

Final thoughts

Sales experience isn’t limited to traditional sales roles. Whether you’ve worked in retail or pitched freelance services, you have more relevant experience than you think.

Enter a new career by identifying transferable skills, learning key techniques and using popular tools.

Start with hands-on experience using the CRM trusted by over 100,000 companies. Try Pipedrive free for 14 days and learn how to manage the day-to-day rhythm of sales before you get the job.