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Sales consultant (retail salesperson): pay, job outlook and how to get started

Updated October 28, 2026. Based on U.S. Bureau of Labor Statistics and O*NET data. Published by Humblebee.

$35,410median pay per year, or $17.03 an hour, May 2025[1]
  1. $27,210lowest 10% earn less
  2. $29,90025th percentile
  3. $35,410median
  4. $38,67075th percentile
  5. $47,890top 10% earn more
Middle half of workers in the inner band[4]Median for all US jobs, $50,980[5]

Retail salespersons had a median pay of $35,410 a year in May 2025[1]. Employment is projected to decline 0.3% from 2025 to 2035, though openings still arise each year[2][3].

Job growth, 2025–35
-0.3%[2]
Openings per year
520,600[3]
Typical entry education
No formal educational credential[6]

How much do sales consultants make?

Sales Consultant is one of the sample job titles O*NET lists for this occupation[7]. The closest official category is Retail Salespersons, and the numbers here are for that group.

The median wage was $35,410 a year, or $17.03 an hour[1]. Half of workers earned more and half earned less[1]. The mean (average) was $37,310 a year, or $17.94 an hour[8]. The median for all occupations was $50,980[5].

Point in the range Annual wage Source
10th percentile[4] $27,210
25th percentile[4] $29,900
Median[1] $35,410
75th percentile[4] $38,670
90th percentile[4] $47,890

The lowest-paid 10% earned less than $27,210[4]. A percentile is a boundary line, and BLS publishes percentiles rather than a starting salary[9]. In hourly terms, the 10th percentile was $13.08 and the 90th was $23.02[10].

These figures cover wage and salary workers, part time and full time. They leave out the self-employed, nonproduction bonuses and the cost of benefits such as health insurance[11].

Pay by state and city

Washington had the highest median wage among states at $39,560, followed by the District of Columbia at $38,500 and California at $38,440[12]. Colorado ($37,950) and Hawaii ($37,790) came next[12].

California had the most jobs at 376,460, followed by Texas (341,640) and Florida (333,460)[13]. New York (238,540) and Georgia (143,120) came next[13].

Among metro areas with at least 100 jobs, San Jose-Sunnyvale-Santa Clara, CA had the highest median at $44,220, followed by San Francisco-Oakland-Fremont, CA at $43,850 and Seattle-Tacoma-Bellevue, WA at $42,080[14]. The New York-Newark-Jersey City area had the most jobs at 202,080[15].

Show median pay in 50 states and DC
StateMedian per yearJobs
Washington[12]$39,56084,850
District of Columbia$38,5004,660
California$38,440376,460
Colorado$37,95076,660
Hawaii$37,79019,180
New York$37,720238,540
Vermont$37,4008,250
Alaska$37,2907,890
Oregon$36,77048,090
Maine$36,64018,450
Massachusetts$36,61086,860
New Jersey$36,52072,530
Connecticut$36,49042,410
Minnesota$36,37074,840
Montana$36,27013,490
New Hampshire$36,20023,880
North Dakota$36,04011,320
Arizona$35,72093,920
Maryland$35,51079,320
Illinois$35,370126,610
Delaware$35,36013,400
Idaho$35,08020,180
Rhode Island$34,86012,830
Michigan$34,640111,010
Wisconsin$34,48067,640
South Dakota$34,37014,180
Wyoming$34,3108,770
Virginia$34,240100,290
Nevada$34,19043,920
Florida$34,010333,460
Utah$33,90047,570
Missouri$33,46067,140
New Mexico$33,30023,800
Kansas$32,18033,360
Tennessee$31,95087,380
Nebraska$31,87022,780
Indiana$31,53083,670
North Carolina$31,370127,540
Iowa$31,36041,000
Pennsylvania$31,200141,790
Georgia$30,840143,120
Ohio$30,800137,370
Texas$30,800341,640
South Carolina$30,69067,310
Alabama$30,04060,880
Oklahoma$29,66043,830
Kentucky$29,65051,250
Louisiana$29,49049,570
Arkansas$29,27035,510
West Virginia$28,95019,050
Mississippi$28,64038,400

How to become a retail salesperson

The Occupational Outlook Handbook profile used for training details covers a wider group, retail sales workers[16].

In an O*NET survey of 30 workers, 63% said a high school diploma or equivalent is required, 19% said less than a high school diploma and 10% said an associate's degree[20].

Some jobs add specialized training. Car sales staff, for example, learn about the vehicles, promotions and financing options[21]. Some states require licensure for selected retail sales jobs such as car salespersons, and applicants may need to pass an exam or a background check[22]. Requirements vary by state[23].

Workers may advance to supervisory or managerial roles, and some employers prefer a bachelor's degree for managers[24].

What retail salespersons do

O*NET describes the job as selling goods such as furniture, motor vehicles, appliances or apparel to consumers[25]. Common tasks include:

Sample job titles reported by workers include Sales Associate, Sales Consultant, Sales Clerk and Customer Assistant[7].

Where they work

The handbook says the work is mainly in stores, and some workers also travel to see clients or other stores[27]. Workers often stand for long periods, and some work outdoors when selling items such as cars or plants[28]. General merchandise retailers employed 20% of retail sales workers in 2025[29].

Schedules may include evenings and weekends, and workers sometimes pick up extra shifts during holidays and peak sales periods[30]. About 3% of retail salespersons were self-employed in 2025[31].

Job outlook

BLS projects employment to decline 0.3% from 2025 to 2035, from about 3,998,100 to 3,984,100 jobs[2]. Employment in all occupations is projected to grow 3.5%[32].

Even so, about 520,600 openings a year are projected on average[3]. Openings include jobs that open when workers retire or move to other occupations, not only new jobs[3]. Each year, 6.1% of workers leave the labor force and 7% move to a different occupation[33].

Is it a good fit?

The job has low barriers to entry, with no formal education and short on-the-job training[6][18]. Pay is below the all-occupations median and differs by state[1][5][12]. Total employment is projected to shrink slightly, but openings from turnover remain plentiful[2][3][33]. The work centers on talking with customers and handling payments, so customer-service and math skills matter[34][35].

Related occupations from O*NET, with BLS median pay and projected growth[36].

Frequently asked questions

How much does a retail salesperson make an hour?
The median was $17.03 an hour in May 2025, and the average was $17.94[1][8].
Do you need a degree to work in retail sales?
No. BLS lists no formal educational credential as the typical entry level, though some employers prefer a high school diploma or equivalent[6][17].
How long is retail sales training?
BLS lists short-term on-the-job training[6]. The handbook says it is usually short, from a few days up to a few months[18].
Is retail sales in demand?
BLS projects a 0.3% decline from 2025 to 2035, with about 520,600 openings a year[2][3].
What is the highest paying state for retail salespersons?
Washington had the highest median wage at $39,560 in May 2025[12].

Facts and sources

  1. BLS OEWS, May 2025: the median wage for Retail Salespersons in the US was $35,410 per year and $17.03 per hour. Half of workers earned more and half earned less. BLS OEWS, May 2025
  2. BLS Employment Projections: employment of Retail Salespersons is projected to decline 0.3% from 2025 to 2035, from about 3,998,100 to 3,984,100 jobs (a change of -14,000). These counts include self-employed workers. BLS Employment Projections
  3. BLS Employment Projections: about 520,600 openings for Retail Salespersons are projected each year, on average, from 2025 to 2035. Openings include jobs that open when workers retire or move to other occupations, not only new jobs. BLS Employment Projections
  4. BLS OEWS, May 2025, annual wage percentiles for Retail Salespersons: 10th percentile $27,210, 25th percentile $29,900, 75th percentile $38,670, 90th percentile $47,890. The 10th percentile means 10% of workers earned less. BLS OEWS, May 2025
  5. BLS OEWS, May 2025: the median annual wage for all occupations in the US was $50,980. BLS OEWS, May 2025
  6. BLS Employment Projections, typical path into Retail Salespersons: education needed for entry: No formal educational credential; work experience in a related occupation: None; typical on-the-job training: Short-term on-the-job training. BLS Employment Projections
  7. O*NET 41-2031.00 sample job titles reported by workers: Car Salesman, Customer Assistant, Retail Salesperson, Sales Associate, Sales Clerk, Sales Consultant, Sales Person, Sales Representative. O*NET OnLine
  8. BLS OEWS, May 2025: the mean (average) wage for Retail Salespersons was $37,310 per year and $17.94 per hour. BLS OEWS, May 2025
  9. BLS OEWS FAQ: a percentile wage is a boundary. The median (50th percentile) separates the highest-paid 50% from the lowest-paid 50% of workers in the occupation. OEWS publishes percentile wages, not a starting salary. BLS OEWS, May 2025
  10. BLS OEWS, May 2025, hourly wage percentiles for Retail Salespersons: 10th percentile $13.08, 25th percentile $14.38, 75th percentile $18.59, 90th percentile $23.02. BLS OEWS, May 2025
  11. BLS OEWS FAQ: OEWS covers part-time and full-time workers paid a wage or salary. It does not cover the self-employed, owners and partners in unincorporated firms, household workers or unpaid family workers. OEWS wages do not include nonproduction bonuses or employer costs of benefits such as health insurance or retirement contributions. BLS OEWS, May 2025
  12. Median annual wage for Retail Salespersons in every state with published data, May 2025 (table on this page). BLS OEWS, May 2025
  13. BLS OEWS, May 2025, states with the most Retail Salespersons jobs: California 376,460; Texas 341,640; Florida 333,460; New York 238,540; Georgia 143,120. BLS OEWS, May 2025
  14. BLS OEWS, May 2025, metro areas with the highest median annual wage for Retail Salespersons (areas with at least 100 jobs): San Jose-Sunnyvale-Santa Clara, CA $44,220; San Francisco-Oakland-Fremont, CA $43,850; Seattle-Tacoma-Bellevue, WA $42,080; Napa, CA $40,780; Kahului-Wailuku, HI $39,630; Santa Rosa-Petaluma, CA $39,570; Mount Vernon-Anacortes, WA $39,240; Boulder, CO $38,700. BLS OEWS, May 2025
  15. BLS OEWS, May 2025, metro areas with the most Retail Salespersons jobs: New York-Newark-Jersey City, NY-NJ 202,080 (median $38,280); Los Angeles-Long Beach-Anaheim, CA 130,650 (median $37,700); Dallas-Fort Worth-Arlington, TX 100,340 (median $33,400); Chicago-Naperville-Elgin, IL-IN 96,950 (median $35,820); Miami-Fort Lauderdale-West Palm Beach, FL 91,370 (median $34,330); Atlanta-Sandy Springs-Roswell, GA 84,970 (median $32,850). BLS OEWS, May 2025
  16. The BLS Occupational Outlook Handbook profile "Retail Sales Workers" covers Retail Salespersons together with other related occupations, so its text describes the wider group. BLS Occupational Outlook Handbook
  17. Occupational Outlook Handbook, How to Become One: Education. BLS Occupational Outlook Handbook
  18. Occupational Outlook Handbook, How to Become One: Training. BLS Occupational Outlook Handbook
  19. Occupational Outlook Handbook, How to Become One: Training. BLS Occupational Outlook Handbook
  20. O*NET 41-2031.00 survey of workers (30 respondents), education level they say is required: High School Diploma or the equivalent (such as a GED) 63%, Less than a High School Diploma 19%, Associate's Degree or other 2-year degree 10% (levels under 5% not listed). O*NET OnLine
  21. Occupational Outlook Handbook, How to Become One: Training. BLS Occupational Outlook Handbook
  22. Occupational Outlook Handbook, How to Become One: Licenses, Certifications, and Registrations. BLS Occupational Outlook Handbook
  23. Occupational Outlook Handbook, How to Become One: Licenses, Certifications, and Registrations. BLS Occupational Outlook Handbook
  24. Occupational Outlook Handbook, How to Become One: Advancement. BLS Occupational Outlook Handbook
  25. O*NET description of Retail Salespersons. O*NET OnLine
  26. O*NET task list for Retail Salespersons. O*NET OnLine
  27. Occupational Outlook Handbook, Work Environment. BLS Occupational Outlook Handbook
  28. Occupational Outlook Handbook, Work Environment. BLS Occupational Outlook Handbook
  29. BLS Occupational Outlook Handbook, largest employers of retail sales workers in 2025: General merchandise retailers 20%. BLS Occupational Outlook Handbook
  30. Occupational Outlook Handbook, Work Environment: Work Schedules. BLS Occupational Outlook Handbook
  31. BLS Employment Projections: 3% of Retail Salespersons were self-employed in 2025. BLS Employment Projections
  32. BLS Employment Projections: employment in all occupations is projected to grow 3.5% from 2025 to 2035. BLS Employment Projections
  33. BLS Employment Projections, 2025-35 annual average for Retail Salespersons: 6.1% of workers leave the labor force each year and 7% move to a different occupation. BLS Employment Projections
  34. Occupational Outlook Handbook, How to Become One: Important Qualities. BLS Occupational Outlook Handbook
  35. Occupational Outlook Handbook, How to Become One: Important Qualities. BLS Occupational Outlook Handbook
  36. Related occupations (O*NET) with BLS pay, growth and entry education. O*NET OnLine

Notes are for reading the data only. They are not facts and cannot be cited: use the wage_scope and percentile_meaning facts instead. OEWS employment (jobs in May 2025) and Employment Projections employment (2025, includes self-employed) are different measures and can differ. O*NET education shares come from a small survey of workers in the occupation, not from all workers. The Occupational Outlook Handbook text covers a wider group of occupations than this page.

This page includes information from the O*NET 31.0 Database by the U.S. Department of Labor, Employment and Training Administration (USDOL/ETA). Used under the CC BY 4.0 license. O*NET® is a trademark of USDOL/ETA. CareerFacts has modified all or some of this information. USDOL/ETA has not approved, endorsed, or tested these modifications.