A sales representative in a home service business visits homes or job sites, works out what the customer needs, prices the job and asks for the sale. The Role Blueprints in most industries pay reps a commission, so the job rewards running good appointments and following up until each customer decides.
Sales Representative · Any home service business · Word (.docx) · No email needed.
Sales Representative job description template
Free to copy. Replace the highlighted fields, delete anything you don’t offer, and set your pay range before you post.
[Company name] · [City, State]
Sales Representative
[Full-time / part-time] · [Base pay range and pay period] · Reports to [sales manager, general manager or owner]
Position summary
As a sales representative at [Company name], you'll meet homeowners and property managers who asked about [your services], find out what they need, and present a clear proposal with options and prices. You'll close the sale or follow up until the customer decides, then hand a complete job to our [install or production] team.
What you’ll do
Run [in-home, on-site or virtual] appointments from [company leads, such as ads, technician referrals and past customers] and [any leads you expect the rep to find].
Inspect or measure the job and build an accurate proposal in [estimating or proposal software].
Present options, prices and [financing] in plain words, and ask for the sale.
Follow up on open proposals by [phone, text or email] until the customer decides.
Give buyers the cancellation notice and forms the law requires for sales made in their home.
Write up each sold job with the scope, materials and customer notes the crew needs.
Keep every lead, appointment and result current in [CRM].
A typical day
Read the notes on each lead before heading to the first appointment.
Run the day's appointments across [your territory].
Send proposals and follow-ups for visits that didn't close on the spot.
Log the result of each appointment in the CRM before the end of the day.
Check start dates with [the production or install manager] before promising one.
What you need
[2+] years of sales experience, or [other experience you accept, such as customer-facing work in the trade].
Explains options and prices clearly, and asks for the sale without pressure.
Comfortable with measurements, proposal math and [tablet or CRM software].
Keeps a steady follow-up routine on proposals that don't close at the first visit.
Valid driver's license and [reliable vehicle or company vehicle policy].
Nice to have
In-home or on-site sales experience in [your industry] or a similar trade.
Knowledge of [your products, materials or systems].
[Any home improvement salesperson registration your state requires].
Physical requirements
Walking job sites, climbing stairs, and [climbing ladders or roofs, if the role inspects them].
Driving to appointments for much of the day and carrying samples or tools up to [weight].
With or without reasonable accommodation.
Schedule and work environment
Field-based, with time at [office or sales meetings] each week.
Hours: [days and times], plus [evening and Saturday appointments].
Most appointments come during [your peak season].
Pay and benefits
Base pay: [range and hourly or salary basis]. Additional pay: [overtime, bonus or incentive terms, or none].
Benefits: [health, dental, vision, retirement, paid time off, and when eligibility starts].
How to apply
Apply at [application link]. Our process is [phone interview, in-person interview, and next steps]. Contact [hiring contact] if you need an accommodation during the application process.
How the sales representative role changes by industry
Selling a roof, a pest control plan and a remodel all start with a visit, but the visit looks different. Some reps climb roofs, others sit at a kitchen table with samples, and some work alongside an insurance adjuster. The price, the length of the sale and the paperwork change with the trade, and so do the industry blueprints.
Runs consultations on what a project needs and whether it's doable, writes detailed estimates, and signs contracts that spell out the scope before handing off to project managers.
Holds in-person and virtual consultations, prospects for new leads, and works with installation teams so projects meet quality and compliance standards.
Consults with clients by phone, email or in person, recommends cleaning packages, and finds prospects through outreach and community networking events.
Compare each rep with their own past months and with reps who work the same kinds of leads. Set targets from your CRM history, not from someone else's numbers.
Close rate on appointments run: [your target].
Average sold job size: [your target].
Sales canceled during the buyer's cancellation period: [your target].
Open proposals followed up within [time frame]: [your target].
Sold jobs handed off with no missing scope or measurements: [your target].
Customer rating on jobs the rep sold: [your target].
Before you hire a sales representative
Say where the leads come from. Experienced reps judge a job by its leads. State whether appointments are set for them, roughly how many a week to expect in busy and slow months, and whether they're expected to find their own.
Explain commission before the interview. Spell out how commission is figured, when it's paid, how long any draw or training pay lasts, and what happens when a sale cancels. Good candidates compare these details first.
Watch a mock appointment. Play the homeowner and give finalists one real objection, such as price or wanting to think it over. Look for questions before the pitch and a clear ask at the end.
Teach the cancellation rules. Many sales made in a customer's home fall under the FTC's Cooling-Off Rule, which lets the buyer cancel until midnight of the third business day after the sale. The rep must explain that right at the sale and leave a copy of the contract and two copies of the cancellation form.
When applications come in, Iris interviews applicants by phone using your requirements. Your team reviews the answers and decides who to meet.
Sales Representative interview questions
Two of the 10 questions in our sales representative interview guide, and what a strong answer sounds like.
Situational · Honest options
You've shown three options. The customer points at the lowest-priced one and asks whether it's junk. What do you say?
A strong answer: Says what the basic option does well and what it gives up, such as warranty, efficiency or expected life, and who it suits. Recommends the one that fits what the customer said they want, and is fine if they pick the lowest.
Behavioral · Discovery
Tell me about a sale you lost that, looking back, you lost in the first ten minutes.
A strong answer: Names a specific appointment and the mistake, like not asking why now, pitching to the wrong person or assuming the budget. Says how they learned it and a habit they changed and still use.
A home service sales rep meets homeowners or property managers who asked about a job. The rep inspects or measures, builds a proposal, presents the options and price, and follows up until the customer decides. Each sold job then goes to the crew with a complete scope.
How much does a sales representative make?
BLS wage data on O*NET puts U.S. median pay for sales representatives of services at $33.65 an hour, or $69,990 a year, in 2025. That group takes in reps selling all kinds of services, well beyond home services, so check what local companies offer before you set pay.
Is a commissioned sales rep exempt from overtime?
Commission alone doesn't decide it. Federal law exempts an outside salesperson whose main job is making sales and who regularly works away from your place of business, such as in customers' homes. That exemption has no salary test. An inside rep who sells by phone, mail or internet from your office doesn't qualify, and a home office the rep works from counts as your place of business. State law can be stricter.
Does a sales representative need a license?
In some states. California, for example, requires anyone who sells or negotiates home improvement contracts for a licensed contractor to register with the Contractors State License Board, with a few exceptions, and the contractor must notify the board in writing before the salesperson starts. Check your own state's contractor board before a new rep runs an appointment.
What should a sales representative job description include?
The standard sections, plus the details reps ask about first: where leads come from, how many appointments to expect, how commission and any draw work, the territory, and whether you supply a vehicle, tablet or samples. Say whether the rep handles follow-up on unsold proposals or hands it to someone else.
Is the HireBus Role Blueprint free?
Yes. Take the sales representative template as it stands, and download the Word version without filling in an email form. Pick your industry's version from the download list if it fits better.
HireBus Role Blueprints: 69 industry versions of the sales representative job description, reviewed for publication on October 20, 2026.
Pay and outlook figures cover sales representatives of services (other than advertising, insurance, financial services and travel) across every industry. O*NET reports 1,272,700 people employed as sales representatives of services in 2025 and projects average growth (3% to 4%) from 2025 to 2035, with about 115,700 job openings a year, on average, over that period.
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