Sales recruitment in Australia: how to hire salespeople who perform
Sales representative salary and job description in Australia (2026)
Updated October 2026.
A sales representative in Australia typically earns OTE of around $70,000 to $95,000 at junior and internal sales level, and around $140,000 to $200,000 in experienced field roles such as territory manager, according to 2026 sales salary benchmarks. Commission makes up a significant part of the package, and field roles often add a car or allowance. A sales rep’s job is to sell a defined product or service, often across a territory or customer base. The best reps are consistent: they keep their activity high every week, not just when the month is nearly over.
How much does a sales representative earn in Australia?
| Measure | Base salary | OTE | Source |
|---|---|---|---|
| Sales representative / junior and internal sales | About $55,000 to $70,000 | About $70,000 to $95,000 | Sales Channel Solutions, NSW Sales Salary Guide 2026 |
| Territory manager / field sales | About $90,000 to $125,000 | About $140,000 to $200,000 | Sales Channel Solutions, NSW Sales Salary Guide 2026 |
| Sales representative, typical average (package) | About $75,000 to $95,000 | Not split out | SEEK, highest-paid sales roles |
Field sales packages often include a vehicle or car allowance on top of OTE. When comparing offers, look at realistic OTE and how often the team actually hits target, not just base.
What does a sales representative do?
A sales representative sells a defined range of products or services to new and existing customers. In practice, that means:
- managing a territory, customer list or inbound flow of enquiries,
- visiting or calling customers regularly,
- presenting products, quoting and closing sales,
- following up and keeping customers ordering,
- hitting activity and sales targets,
- reporting on customers, competitors and the market.
Sales representative or business development manager? A sales rep usually sells a defined range within an established territory or customer base. A BDM is usually responsible for opening new markets and winning new clients. See our business development manager guide.
Other titles for the role include sales consultant, sales executive, territory manager and field sales representative.
Sales representative job description template
About the role: You’ll sell [product or service] to [customer type] across [territory or region], growing sales with new and existing customers.
What you’ll do:
- Manage and grow sales across [territory or customer base]
- Visit or call customers regularly to build relationships and take orders
- Present products, prepare quotes and close sales
- Find and follow up new customers in your area
- Meet weekly activity and monthly sales targets
- Keep accurate records and report on the market
What you’ll bring:
- [x] years in sales, ideally in [industry or product type]
- A record of meeting sales targets
- Self-motivation and good organisation
- A current driver’s licence [for field roles]
Nice to have:
- Existing customer relationships in [territory]
- Experience with [product type]
What separates the best sales representatives?
- Consistency. Strong reps keep their activity up every week. Results follow activity, and the reps who coast early in the month rarely catch up.
- Self-management. Many rep roles involve working alone, in the field or remotely. The best organise themselves without needing to be managed closely.
- Belief in the product. Reps who understand and believe in what they sell are more persuasive and more resilient.
Research consistently finds conscientiousness, being organised, persistent and goal-driven, to be the strongest non-cognitive predictor of job performance. For sales reps, it shows up as exactly this kind of steady, self-driven activity. Our sales recruitment guide covers the research.
How to hire a sales representative
- Define success first. Activity levels, sales against target and customer retention at 90 days and 12 months.
- Assess how they work early. Self-management and consistency are hard to judge in an interview. A validated assessment, completed after the CV review, helps.
- Test the real work. A short role play selling one of your products, or a plan for their first month in the territory.
- Ask about activity, not just results. How many calls or visits a week, and how they kept that going in a slow month.
- Check targets with referees. Results against target, confirmed by someone who managed them.
Interview questions worth asking:
- What does a typical week of activity look like for you?
- Tell me about a month when you were well behind target. What did you do?
- How do you plan your time across a territory?
- Sell me one product you’ve sold before. Why should I buy it?
Frequently asked questions
What’s the average sales representative salary in Australia?
OTE ranges from about $70,000 to $95,000 for junior and internal sales roles, to about $140,000 to $200,000 for experienced territory and field sales roles.
How does commission work for sales reps?
Most sales rep roles combine a base salary with commission on sales. The split varies by industry and employer, so compare realistic OTE.
What’s the difference between a sales representative and a business development manager?
A sales rep usually sells within an established territory or customer base. A BDM usually opens new markets and wins new clients.
Hiring for a role now? Tell us about it, and we’ll tell you what the market looks like for it and when you could expect a shortlist, before you commit to anything.
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