In 2023 there were over 10 million people working in the construction industry in the United States.

Construction is one of the bedrocks of any functioning economy. It creates Infrastructure such as roads and railways that can mobilize a workforce. It creates modern and sustainable housing for ever increasing populations. It also creates jobs for skilled and unskilled tradespeople, office workers, and salespeople.

Construction sales may not be as glamorous as getting a job in a trendy sector such as tech, but its benefits are numerous. When an economy is doing well, construction tends to be highly profitable. Even when economies experience a downturn, governments will inevitably try to stimulate growth by pushing through infrastructure spending. 

Before you start applying for a construction sales job, it's important to have an understanding of the ins and outs of the industry. 

In this guide, I’ll show you how you can land that highly-coveted construction sales job and I’ll leave you well prepared for your first interview.

Construction sales is the business of selling products, equipment, materials, and services to companies and individuals involved in construction projects. Construction sales can include everything from simple building materials to heavy machinery to technology solutions and consulting services.  

A construction sales representative is required to understand the ins and outs of the industry and have a strong understanding of the technical aspects of building projects. They are also tasked with the same responsibilities of any other field sales representative, such as networking and dealing with customers face to face.

The salary of a construction sales rep can vary significantly depending on factors such as job location, experience, previous employers, and the types of products being sold. These elements can have a major impact on your overall pay scale.

The latest reports show that the average annual construction sales rep salary is around $67,000.

Keep in mind though that this figure is liable to change based on the factors outlined above. For example, you may earn more if you have some previous and going for a more senior sales role instead of an entry level construction sales job.

Your location also plays a part. Construction sales workers in San Francisco tend to earn 25% more than the average salary, while reps working in Miami tend to earn 3% lower than average.

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Breaking into the construction sales industry can appear daunting, especially for those unfamiliar with its unique challenges and demands. Success often requires a blend of technical knowledge, relationship-building, and problem-solving skills. 

Selling in the construction industry isn’t just about selling a product, it’s about understanding the needs of different projects and offering solutions that meet those needs efficiently.

Let’s take a look at how you can get into construction sales.

As with any sales job, it’s vital you have an understanding of the industry you are selling to. The more in-depth the better. You are going to be dealing with dozens of different customers weekly, some of whom will have extensive knowledge on the products you are selling. So you better come prepared or risk looking uninformed and unprofessional. 

Make sure to study your product inside out. Once you’ve done that, study your competitors so you know why your product is better than theirs. Once you’ve done that, study related products that your customers may use so you can come across as knowledgeable and trustworthy.

You’ll want to familiarize yourself with different construction sectors, such as residential, commercial, industrial, and infrastructure, as each has unique sales processes, products, and regulations. 

You may be required to understand technical requirements such as materials, regulations, safety requirements. The need to understand these requirements will come with what products you end up selling, so do your research in order to meet the demands of your clients.

Construction, no more than any industry, is one that is constantly changing due to technological advancements. The construction robot market is projected to increase from $1.26 billion in 2023 to $3.81 billion by 2032, according to latest statistics. Sales reps may have used to sell bricks and mortar, but now they are increasingly selling drones and high-end tech that construction workers can leverage to optimize their processes. The world is changing and the construction industry is keeping pace.

The construction sales industry is one that is built on trust, as it often involves large-scale projects, significant investments, and long-term relationships. Construction executives, project managers, and contractors rely heavily on sales representatives to deliver not just products or services, but also reliable information and timely solutions. Your word, therefore, must be your bond.

Listen to this Outside Sales Talk podcast episode with Shari Levitin to learn how to sell with authenticity and build trust with anyone!

The construction sales process differs from your typical sales process in several key ways due to the nature of the industry, project complexity, and long-term relationships required. This complexity means your sales process can be drastically different from a normal sales cycle, which is exactly why having a firm understanding of the industry is crucial to your success.  

Keep in mind that a construction sales cycle could potentially last years, which may take some getting used to for those unfamiliar with the industry. 

Projects may involve multiple parties such as developers, architects, general contractors, subcontractors, and government bodies, all working towards different guidelines and timelines. Developing relationships in deals is vital as the construction industry can be quite buddy buddy, so get in with the people in the know and make sure you are front of mind for the next available job.

Again, learn the industry you are selling to. You will need to tailor your sales process around it.

Listen to this Outside Sales Talk with sales expert John Barrows to discover how you can crush every stage of the sales process!

Top salespeople know how important networking is to their bottom line. This is where you really put in the groundwork of getting to know not only who your customers are, but also understanding what their needs and desires are. Figuring out what your customers' problems are can give you a better knowledge of your product and its purpose, something which can unlock untapped sales growth. 

In a study done by HubSpot, they found that attending trade shows and events was the third best way to generate new leads. Attending events like ConExpo and World of Concrete, which are some of the biggest construction events in the US, can open up a lot of doors for you. But remember, networking can happen just as easily at a large trade show as it can at your local hardware store. 

Networking is all about getting out and talking to other people in the industry. They may not need your service straight away. They may refer you to someone else who will refer you to someone else who will end up telling you they are not interested. Not every sales conversation will lead to a sale, but it will help you build awareness. When that person who initially said no needs your product in the future, there’s a good chance that they’ll remember you.

Check out this Outside Sales Talk with Drew Sechrist who teaches you how to network better to land bigger deals!

Technology, when used properly, has the ability to transform how you work. There are a lot of different tools you may need when out in the field as a construction sales rep. Choosing the right ones can be complicated, so it’s important to take your time when considering what you need. 

It’s highly likely you’ll need a competent sales CRM system. A good CRM helps sales reps manage their customer interactions and relationships. As these interactions can take place in different places such as in person, email, or phone, it’s important you keep track of them all in one place to give you a better understanding of the customer journey.

Bid management tools allow sales reps to track bids, submit proposals, and monitor bid statuses, ensuring that bids are submitted accurately and on time. Tools like ConstructConnect, BuildingConnected, and BidClerk, provide access to a wide network of project opportunities, allowing reps to find RFPs (requests for proposals) that align with their expertise.

Route planning tools can also be crucial for reps who visit multiple customers in a day. The best route planner that can help construction sales reps reduce the amount of time they spend on the road is Badger Maps.

Badger Maps is a route planning tool that allows construction sales reps to automatically plan, route, and maximize their time in the field by cutting down driving time by 20%.

Planning your sales routes with Badger Maps can give you the fastest route at the touch of a button, helping you to save money on gas and connect with many more customers. Colored pins on the interactive map can help you visualize your top accounts, see who’s generating revenue, prioritize your day more efficiently, and much more.

Badger Maps also integrates with the most popular CRMs such as HubSpot, Salesforce, Zoho, Microsoft Dynamics, Insightly, and many more.

Construction sales teams have reported that they sell 22% more and drive 20% less when using Badger Maps, in fact, the average team of 10 reps sells $936k more the year they start using the app.

You can better organize and plan the time you spend on the road using Badger Maps, the best route planning software for construction sales representatives.

Badger Maps reduces construction sales reps’ average drive time by 20% and frees up an average of 8 hours a week.  

Sign up for a free trial or schedule a demo to discover how this route-planning app can enhance your construction sales processes and strategies!

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There are a lot of different pathways for you if you decide to get into construction sales. Let’s take a look at the main five, which are product sales, equipment sales, software sales, service sales, and building systems sales.

Construction materials are literally the foundation of every construction project. Products like steel, lumber, roofing, and concrete are essential for construction projects, so having a strong knowledge of building materials will greatly help you in a product sales rep job.

Equipment and machinery play an important role in construction, especially for infrastructure and large-scale projects. Technical expertise in machinery and equipment is critical here.

As I’ve stated above, the adoption of technology in construction is on the rise, with software now available for everything from project management to design. As a construction sales rep, you act as the conduit for this software to introduce, demonstrate, and sell to construction teams so that they can optimize operations and improve their construction projects.

Maintenance, repair, and project management services are always in demand in this industry.  . You must be prepared to offer advice and solutions on preventive maintenance schedules, urgent repair work, and project management support for the projects you are assigned to.

Systems like HVAC, plumbing, and electrical are essential for the functionality of any building. Having a strong technical understanding of integrated building systems, regulatory compliance, and ability to present adequate solutions to contractors and architects is a must.

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So you’ve landed an interview for a job as a construction sales rep. How should you approach it? 

As with any sales interview, you should treat it like a sales pitch. Instead of pitching a product or service, you are pitching yourself. So make sure your best qualities shine forward when speaking to the interviewer. 

Be sure to research the role beforehand so you understand what it entails. Also, familiarize yourself with the company and the products or services they offer. It's important to be well-prepared, but don’t hesitate to ask your interviewer questions as well. You don’t want the interview to feel like an interrogation - aim for a conversation that flows naturally. This way, both you and the employer can get a better sense of each other, rather than you simply providing rote answers to their questions.

A Harvard University study found that it takes just 7 seconds to generate a first impression. 45% of that first impression is made based on how you sound. The remaining 55% is based on your appearance. So it’s important to set the right tone from the bat. Dress smart, but don’t go in wearing a tuxedo! A nice shirt and slacks should do for men. While for women, a tailored suit or a dress with modest hemlines and necklines will work. 

Check out our guide with tips for completing your sales resume and your first sales interview here!

So there you have it. Hopefully I have been able to give you some actionable tips on how to get into construction sales. 

If you choose to pursue a career in the industry, you will be entering an industry that is enjoyable to work in, and can be lucrative if you play your cards right.

Good luck!