About this role.
This Territory Sales Representative role at Staples focuses on hunting and winning net new small to medium business customers in the San Francisco region. The position is remote but requires the candidate to live within or adjacent to the territory. Key responsibilities include prospecting, setting appointments, conducting virtual and face-to-face presentations, and closing sales using prescribed selling tools like Salesforce. Success in this high-velocity sales environment demands strong business acumen, resilience, and the ability to work independently while collaborating with internal support teams. The ideal candidate has 1-3 years of sales experience and a proven track record in business development.
Role DNA
A quick view of the complexity, pace, ownership and collaboration implied by the job description.
Job Complexity
3/5Pace & Pressure
5/5Autonomy Level
4/5Communication Load
5/5Salary analysis
Estimated compensation compared with the broader US market for similar roles.
Core skills
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Cover letter sample
Dear Hiring Manager,
I am writing to express my enthusiastic interest in the Territory Sales Representative position at Staples, based in the San Francisco area. With a proven track record in B2B sales and business development, I am confident in my ability to prospect, engage, and win new small to medium business customers within your defined territory.
My background includes consistently exceeding sales targets through consultative selling, effective appointment setting, and leveraging CRM tools like Salesforce. I thrive in high-velocity, goal-oriented environments and am skilled at building strong relationships with decision-makers while collaborating with internal category specialists to close deals.
I am eager to bring my drive for winning, resilience, and customer-focused approach to Staples, and I look forward to the opportunity to contribute to your team's success. Thank you for your consideration.
Sincerely, [Your Name]
Sample interview questions
In my previous role as a B2B sales associate, I consistently hit my monthly targets by prospecting through cold calls, emails, and social selling. I used a prioritized call list to focus on high-potential accounts, and I set a goal of 15 appointments per week with decision-makers. By leveraging consultative selling techniques, I was able to uncover client needs and position our solutions effectively, leading to a 20% increase in new business over six months.
I view rejection as a learning opportunity. After each lost deal, I analyze what went wrong and adjust my approach. I maintain a positive mindset by focusing on my weekly goals rather than individual setbacks. To stay organized, I use CRM tools to track every interaction, set follow-up reminders, and prioritize my time on the highest-value prospects. This discipline helps me maintain consistent productivity even when facing challenges.
In a recent deal, I identified a prospect that needed a customized office supplies package. I coordinated with the category specialist to develop a tailored solution and worked with the customer support team to ensure a smooth onboarding. I communicated regularly with all parties, shared prospect feedback, and ensured timelines were met. This collaboration resulted in a closed deal and a long-term contract, and it taught me the importance of internal alignment in complex sales.
I am highly self-disciplined and have experience working remotely. I start each day by planning my priorities, focusing on high-impact activities like prospecting and follow-ups. I use productivity tools and maintain a structured daily schedule, while also being flexible to adapt to urgent customer needs. I also make sure to over-communicate with my manager to keep them updated on my progress and any challenges I face.
Staples has a strong brand and a comprehensive product assortment that allows me to offer true solutions to small and medium businesses. I am excited about the opportunity to work for a company that invests in sales tools and technology to empower its representatives. My consultative selling style aligns with Staples' customer-focused approach, and I am eager to leverage the company's capabilities to build sticky, long-term customer relationships.
Staples is business to business. You’re what binds us together.
Our world-class sales and sales support teams work directly with businesses of all sizes to offer products and services to meet our customers’ unique needs. We are committed to understanding our customers and use best-in-class sales tools and technology to find the best solutions. We’re constantly discovering new ways to reach our goals, taking time to develop our skills and investing in our career growth, so we can enjoy lucrative opportunities and grow our careers both within and beyond sales.
Hunts within defined territory to prospect and win net new small to medium business customers. B2Bs are also responsible to ramp and onboard net new won accounts to further expanding our customer base. It is a high velocity sales position that leverages a prioritized call list to drive prospect engagement remotely by phone, video, face to face, and utilizing digital tools.
Work Location: This is a remote position with a regional focus. This position supports customers in San Francisco, CA. While the role primarily supports working from home, the individual performing this role would live within or adjacent to this region.
What you’ll be doing:
- Exhibit effective appointment setting skills and set the required number of appointments each week with the correct decision makers.
- Effective Selling Skills
- Utilizing professional selling skills
- Discover prospects incremental and programmatic needs
- Effectively communicates Staples value propositions, capabilities, products and assortments including all categories
- Capable of overcoming objections and closing the sale.
- Utilize prescribed selling tools to prioritize activities and drive efficiency, as well as to document customer engagement and information (ex: Priority List, Tenfold, SFDC).
- Internal Partnerships: Effectively work with customer support/set up teams and category specialists to progress deals forward to closed won
- Implements and ramps wins driving compliance to new account/program
- Expertise of prospect industry buying process’ and ability to support product selection and standardization
- Create sticky accounts which will continue to purchase from Staples
- Integrates feedback from prospects into their sales approach
- New customer assortment and pricing
- Internal Teaming: Individual will need to communicate and work closely with Category Specialists, and Support teams
- Customer Communications: Individual is responsible to communicate with prospects daily in person and face to face in a professional manner
What you bring to the table:
- Strong drive and a desire to win
- Strong aversion to complacency
- Proven ability to view rejection as a learning opportunity and double down on next best actions
- Experience and proven track record of business development
- Strong ability to develop and deliver presentations virtually and in person
- Consultative selling, solutions selling, insight selling, negotiation and advanced client management skills
- Ability to work with product category sales team members
- Strong business, financial, operations and technology acumen
- Ability to analyze business and industry trends to create tailored solutions for prospects based upon Staples value proposition
- Ability to function independently with minimal daily supervision
- Ability and motivation to find, develop, and close sales
- Demonstrated work ethic, self-disciplined
- Ability to succeed in a competitive selling or goal-oriented environment
- Ability to be coached and to incorporate feedback
- Professional appearance and demeanor
- Strong organization and time management skills
What’s needed- Basic Qualifications:
- 1-3 years of successful sales experience or success as a Staples B2B Sales Associate
- 3+ years experience in PowerPoint, Excel, and Outlook
What’s needed- Preferred Qualifications:
- Bachelor’s Degree
- Knowledge of Customer Relationship Management tool (CRM)
- Industry knowledge, a plus
We Offer:
- Inclusive culture with associate-led Business Resource Groups
- Flexible PTO (22 days) and Holiday Schedule
- Online and Retail Discounts, Company Match 401(k), Physical and Mental Health Wellness programs, and more!
The salary range represents the expected compensation for this role at the time of posting. The specific base pay may be influenced by a variety of factors to include the candidate’s experience, skill set, education, geography, business considerations, and internal equity. In addition to base pay, this role may be eligible for bonuses, or other forms of variable compensation.
Staples is an Equal Opportunity Employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender identity, sexual orientation, age, national origin, protected veteran status, disability, or any other basis protected by federal, state, or local law.
Annual salary information is not provided for this position. Explore salary ranges for similar roles in our Salary Directory ›
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