All careers › Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel
Sales representative (services): pay, job outlook and how to become one
- $37,980lowest 10% earn less
- $47,67025th percentile
- $69,990median
- $100,48075th percentile
- $148,840top 10% earn more
A sales representative who sells services had a median pay of $69,990 a year in May 2025[1]. Jobs are projected to grow 2.7% from 2025 to 2035, a little slower than the 3.5% rate for all occupations[2][3].
- Job growth, 2025–35
- +2.7%[2]
- Openings per year
- 115,700[6]
- Typical entry education
- High school diploma or equivalent[7]
How much do sales representatives make?
This page covers the BLS category for people who sell services, not advertising, insurance, financial services or travel. The median pay was $69,990 a year, or $33.65 an hour[1]. Half of workers earned more and half earned less[1]. The average was higher, at $82,430 a year, or $39.63 an hour[8]. For comparison, the median for all occupations was $50,980 a year[5].
Pay spreads widely in this job. The lowest-paid 10% earned less than $37,980 a year, and the lowest-paid 25% earned less than $47,670[4]. At the other end, the top-paid 25% earned more than $100,480, and the top-paid 10% earned more than $148,840[4]. By the hour, those same marks were $18.26, $22.92, $48.31 and $71.56[9].
| Measure | Annual wage | Hourly wage |
|---|---|---|
| 10th percentile[4][9] | $37,980 | $18.26 |
| 25th percentile[4][9] | $47,670 | $22.92 |
| Median[1] | $69,990 | $33.65 |
| 75th percentile[4][9] | $100,480 | $48.31 |
| 90th percentile[4][9] | $148,840 | $71.56 |
BLS publishes percentile wages, which are boundaries, and it does not publish a starting salary[10]. Its wage data also leave out self-employed workers, bonuses that are not tied to production, and the cost of benefits[11].
Pay by state and city
New York had the top state median at $92,190, followed by Massachusetts at $83,760 and Rhode Island at $81,450[12]. California came next at $80,850[12]. Mississippi was at the bottom of the list at $48,440[12].
The most jobs were in California (156,110), Texas (135,030), Florida (107,650), New York (80,510) and Illinois (69,910)[13].
Among metro areas with at least 100 jobs, San Jose-Sunnyvale-Santa Clara, CA had the top median at $116,510[14]. Boulder, CO ($99,990) and San Francisco-Oakland-Fremont, CA ($96,960) followed[14]. The New York-Newark-Jersey City area had the most jobs, at 91,680, with a median of $93,750[15]. Chicago came next with 55,730 jobs and Los Angeles with 50,470[15].
Show median pay in 50 states and DC
| State | Median per year | Jobs |
|---|---|---|
| New York[12] | $92,190 | 80,510 |
| Massachusetts | $83,760 | 32,300 |
| Rhode Island | $81,450 | n/a |
| California | $80,850 | 156,110 |
| Washington | $79,920 | 18,950 |
| Colorado | $79,810 | 37,810 |
| New Jersey | $79,200 | 44,980 |
| Vermont | $77,530 | 1,130 |
| Connecticut | $76,940 | 11,420 |
| District of Columbia | $76,770 | 3,120 |
| Minnesota | $75,370 | 19,220 |
| Georgia | $75,280 | 46,960 |
| Michigan | $73,380 | 27,160 |
| Arizona | $72,920 | 26,340 |
| Virginia | $72,640 | 41,390 |
| New Hampshire | $71,510 | 4,670 |
| Alaska | $69,610 | 900 |
| Delaware | $67,540 | 2,910 |
| Oregon | $67,040 | 10,440 |
| Illinois | $66,900 | 69,910 |
| North Dakota | $66,060 | 1,620 |
| Pennsylvania | $64,480 | 39,920 |
| Wisconsin | $64,020 | 22,720 |
| Indiana | $63,960 | 21,950 |
| Maine | $63,900 | 2,120 |
| Maryland | $63,310 | 21,580 |
| North Carolina | $62,620 | 46,040 |
| Kansas | $62,580 | 12,480 |
| Utah | $62,580 | 16,210 |
| Nevada | $62,450 | 10,950 |
| Iowa | $62,420 | 6,530 |
| New Mexico | $61,880 | 3,790 |
| South Dakota | $61,770 | 630 |
| Texas | $61,680 | 135,030 |
| Florida | $60,660 | 107,650 |
| Missouri | $60,440 | 14,100 |
| Tennessee | $60,230 | 21,600 |
| Ohio | $59,390 | 38,440 |
| Wyoming | $58,970 | 750 |
| Idaho | $58,930 | 5,030 |
| Alabama | $58,840 | 12,840 |
| Montana | $58,720 | 1,730 |
| South Carolina | $58,510 | 21,070 |
| Hawaii | $58,500 | 3,450 |
| Nebraska | $57,770 | 6,110 |
| Louisiana | $55,200 | 8,200 |
| Oklahoma | $54,990 | 9,710 |
| Kentucky | $52,750 | 11,860 |
| Arkansas | $50,570 | 5,750 |
| West Virginia | $50,240 | 2,130 |
| Mississippi | $48,440 | 3,730 |
How to become a sales representative
BLS describes the usual route into this category this way[7]:
- First: a high school diploma or equivalent.
- Next: no work experience in a related occupation is needed.
- Then: moderate-term on-the-job training.
O*NET places the job in Job Zone 1-2, which means very little to some preparation, and says some jobs in this zone ask for several months to a year of experience[16]. The facts here do not give a length for the training or name any license.
What sales representatives do
O*NET describes the work as selling services to individuals or businesses, and it may involve explaining options or fixing client problems[17]. Common tasks, with the most important first, include[18]:
- Following up with clients after a sale to solve problems and offer support.
- Answering questions about services, prices, availability or credit terms.
- Building sales presentations or proposals.
- Preparing forms or agreements to close a sale.
- Contacting new and current customers about how services fit their needs.
- Negotiating prices and terms.
- Keeping customer records in automated systems.
- Finding prospects through business directories, client leads, conferences or trade shows.
Where they work
Only 1.2% of workers in this category were self-employed in 2025[19]. OEWS counted about 1,256,010 wage and salary jobs in May 2025[20]. Workers reported job titles such as National Sales Executive and Sales Representative[21].
Job outlook
BLS projects employment to grow 2.7% from 2025 to 2035, from about 1,272,700 to 1,306,700 jobs, a gain of 33,900[2]. Employment in all occupations is projected to grow 3.5% over the same period[3]. These counts include self-employed workers[2]. They differ from the OEWS count of 1,256,010 jobs, which measures wage and salary jobs in May 2025[20].
About 115,700 openings are projected each year on average[6]. These come from new jobs and also from workers who leave or switch occupations[6]. Each year, 2.7% of workers are projected to leave the labor force and 6% to move to a different occupation[22].
BLS lists one factor that affects this job. Generative AI is expected to lower the occupation's share of employment as it is built into the sales process, which lets representatives spend more time selling directly[23].
Is it a good fit?
The entry route is open to people with a high school diploma and no related experience, followed by moderate-term on-the-job training[7]. Pay is above the all-occupations median, though the range is wide, from $37,980 at the 10th percentile to $148,840 at the 90th[5][4]. Growth is projected to be a bit slower than average, but about 115,700 openings a year are expected[2][3][6]. Pay also varies by place, with a median of $92,190 in New York and $48,440 in Mississippi[12].
Frequently asked questions
- How much does a sales representative make an hour?
- The median was $33.65 an hour in May 2025, and the average was $39.63[1][8]. The lowest-paid 10% earned less than $18.26 an hour, and the top-paid 10% earned more than $71.56[9].
- What education do you need to be a sales representative?
- BLS lists a high school diploma or equivalent, no related work experience and moderate-term on-the-job training[7].
- Is sales representative work in demand?
- Employment is projected to grow 2.7% from 2025 to 2035, compared with 3.5% for all occupations[2][3]. About 115,700 openings are projected each year[6].
- What is the highest paying state for sales representatives?
- New York had the top state median at $92,190, followed by Massachusetts at $83,760[12].
Facts and sources
- BLS OEWS, May 2025: the median wage for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel in the US was $69,990 per year and $33.65 per hour. Half of workers earned more and half earned less. BLS OEWS, May 2025
- BLS Employment Projections: employment of Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel is projected to grow 2.7% from 2025 to 2035, from about 1,272,700 to 1,306,700 jobs (a change of +33,900). These counts include self-employed workers. BLS Employment Projections
- BLS Employment Projections: employment in all occupations is projected to grow 3.5% from 2025 to 2035. BLS Employment Projections
- BLS OEWS, May 2025, annual wage percentiles for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel: 10th percentile $37,980, 25th percentile $47,670, 75th percentile $100,480, 90th percentile $148,840. The 10th percentile means 10% of workers earned less. BLS OEWS, May 2025
- BLS OEWS, May 2025: the median annual wage for all occupations in the US was $50,980. BLS OEWS, May 2025
- BLS Employment Projections: about 115,700 openings for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel 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
- BLS Employment Projections, typical path into Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel: education needed for entry: High school diploma or equivalent; work experience in a related occupation: None; typical on-the-job training: Moderate-term on-the-job training. BLS Employment Projections
- BLS OEWS, May 2025: the mean (average) wage for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel was $82,430 per year and $39.63 per hour. BLS OEWS, May 2025
- BLS OEWS, May 2025, hourly wage percentiles for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel: 10th percentile $18.26, 25th percentile $22.92, 75th percentile $48.31, 90th percentile $71.56. BLS OEWS, May 2025
- 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
- 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
- Median annual wage for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel in every state with published data, May 2025 (table on this page). BLS OEWS, May 2025
- BLS OEWS, May 2025, states with the most Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel jobs: California 156,110; Texas 135,030; Florida 107,650; New York 80,510; Illinois 69,910. BLS OEWS, May 2025
- BLS OEWS, May 2025, metro areas with the highest median annual wage for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel (areas with at least 100 jobs): San Jose-Sunnyvale-Santa Clara, CA $116,510; Boulder, CO $99,990; San Francisco-Oakland-Fremont, CA $96,960; New York-Newark-Jersey City, NY-NJ $93,750; Boston-Cambridge-Newton, MA-NH $83,420; Seattle-Tacoma-Bellevue, WA $82,540; Denver-Aurora-Centennial, CO $80,650; Midland, TX $80,460. BLS OEWS, May 2025
- BLS OEWS, May 2025, metro areas with the most Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel jobs: New York-Newark-Jersey City, NY-NJ 91,680 (median $93,750); Chicago-Naperville-Elgin, IL-IN 55,730 (median $70,710); Los Angeles-Long Beach-Anaheim, CA 50,470 (median $79,450); Dallas-Fort Worth-Arlington, TX 43,560 (median $63,280); Atlanta-Sandy Springs-Roswell, GA 33,900 (median $78,950); Miami-Fort Lauderdale-West Palm Beach, FL 30,300 (median $62,090). BLS OEWS, May 2025
- O*NET 41-3091.00: Job Zone 1-2: Very Little to Some Preparation Needed. Some occupations may need little or no previous experience; others require several months to a year of experience. For example, landscaping and groundskeeping workers might require very little training or previous experience, while agricultural equipment operators can benefit from on-the job training. O*NET OnLine
- O*NET description of Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel. O*NET OnLine
- O*NET task list for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel. O*NET OnLine
- BLS Employment Projections: 1.2% of Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel were self-employed in 2025. BLS Employment Projections
- BLS OEWS, May 2025: about 1,256,010 people were employed as Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel in the US (wage and salary jobs, not counting self-employed workers). BLS OEWS, May 2025
- O*NET 41-3091.00 sample job titles reported by workers: National Sales Executive, Sales Representative (Sales Rep). O*NET OnLine
- BLS Employment Projections, 2025-35 annual average for Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel: 2.7% of workers leave the labor force each year and 6% move to a different occupation. BLS Employment Projections
- BLS Employment Projections, factor affecting employment of Sales Representatives of Services, Except Advertising, Insurance, Financial Services, and Travel: Productivity change - share decreases as generative artificial intelligence (AI) is integrated into the sales process allowing sales representatives to focus on direct sales activity. BLS Employment Projections
- Related occupations (O*NET) with BLS pay, growth and entry education. O*NET OnLine
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.