How to Hire Top Outside Sales Reps for Your Veterinary Business

Want to skyrocket your veterinary product sales? It might be time to look beyond the office walls.

Hiring outside sales reps can be one of the most impactful moves to scale your veterinary business. These sales professionals don’t just push products; they build long-term partnerships, educate clients, and help your brand gain trust in a competitive marketplace.

If you're wondering how to hire, what to look for, or even how these reps get paid, this ultimate guide is your roadmap.

Who Are These Outside Sales Reps Warriors?

Unlike inside sales reps who work remotely or within your organization, outside sales reps spend most of their time in the field.

They visit veterinary clinics, hospitals, and distributors, demoing products, addressing concerns, and negotiating deals. Think of them as your brand ambassadors on the frontlines.

Here’s what their role typically includes:

• Meeting with veterinarians, practice owners, and decision-makers
• Educating clients on product benefits and usage
• Closing sales and handling contract renewals
• Collaborating with marketing and inside sales for follow-ups

The most successful outside sales reps are those who see themselves as partners to veterinary clinics, not just vendors. They invest time in understanding each clinic's specific needs and customize their approach accordingly.

How to Hire Outside Sales Reps in the Veterinary Field

Hiring outside sales reps isn’t just about finding a good talker, and it’s about finding someone who understands the veterinary world and thrives in dynamic environments.

Top skills to look for:

• Familiarity with veterinary terms, procedures, and challenges
• Ability to earn the trust of veterinarians
• Experience in closing deals and handling objections
• Independent, goal-focused, and proactive
• Skilled in managing sales pipelines and client data
• Candidates with a veterinary science, biology, or healthcare sales and marketing background. 

Before conducting interviews, create a clear and concise job description or hiring profile. This is where many companies go wrong. They hire fast instead of hiring smart.

Use this checklist to refine your hiring criteria for outside sales reps:

• Degree in animal health, life sciences, or veterinary technology
• At least 2 years of sales experience in a related industry
• Strong communication and negotiation skills
• Willingness to travel extensively
• Comfortable working in an outside environment

While experience in veterinary sales is valuable, it is not always essential. Here are some tips for hiring a veterinary sales representative.

What to Ask in the Interview

Want to avoid bad hires? Ask better questions during outside sales rep interviews.

Skip the generic “Tell me about yourself.” Instead, ask questions that reveal sales instincts, industry knowledge, and adaptability.

Smart interview questions:

• “How would you convince a busy vet clinic to try a new surgical instrument?”
• “Describe your approach to a territory with declining sales.”
• “How do you educate clients on complex veterinary devices?”
• “What’s your strategy when a clinic says, ‘We already work with someone else’?”
• “How do you and inside sales reps collaborate for better results?”

Finding talent in a niche field isn’t always easy, but there are smart ways to attract qualified reps. Post your opening on VetRep Finder, the leading job board dedicated to veterinary sales.

Wondering how to hire a sales rep on commission only? You absolutely can, but it’s critical to provide:

• Clear sales targets
• Onboarding support
• CRM tools or lead lists
• Transparent contracts with structured payouts

Invest in People, Not Just Sales

Your outside reps are hustling in the field, but they can’t do it alone. This is where inside sales reps become your hidden asset. They qualify leads, handle follow-ups, and build relationships with veterinarians. When paired with outside reps, they create a seamless client experience, boosting conversions and customer retention.

Hiring outside sales reps in the veterinary industry isn’t just about hiring a salesperson; it's about choosing someone who embodies your brand’s mission, earns trust from the field, and helps your business grow.

Looking for your next top-performing rep? VetRep Finder is a dedicated platform that connects you with experienced veterinary sales professionals, making it faster and easier to find the perfect match for your team. Whether you’re hiring on commission or full-time, start your search with confidence today.

FAQs

Q1. How much commission do outside sales reps make in veterinary sales?

Usually between 20% to 30% of gross profit. For high-ticket or surgical products, the rate may be higher.

Q2. What’s a reasonable sales commission in this industry?

The industry standard falls around 25%, balancing rep motivation with business margins.

Q3. How do I find an outside sales rep for my veterinary company?

Use niche job boards like VetRep Finder, LinkedIn, and referrals from veterinary professionals.

Q4. Can I hire a sales rep on commission only?

Yes, many companies do. Just be transparent about expectations, territory size, and support provided.

Q5. What’s the difference between inside and outside sales reps?

Inside reps nurture leads remotely, while outside reps close deals in person. Together, they create a high-performance sales funnel.

Q6. How Do Outside Sales Reps Get Paid?

Outside sales reps are usually paid either through a base salary plus commission for stability and motivation, or on a commission-only basis, which offers higher earning potential for top performers.