Wholesale Sales Reps: Hiring and Managing Your First Sales Team

Expanding your wholesale business is an exciting milestone, but transitioning from founder-led sales to managing external sales representatives can feel overwhelming. This text-based course guides you step-by-step through the process of building a high-performing sales team without the guesswork. You will learn how to transition your operations smoothly, set up clear expectations, and establish mutual trust with your new representatives. By reading through our practical, structured guides, you will gain the confidence to recruit the right talent and design compensation plans that motivate your team while protecting your profit margins. What you'll learn: - Understand the fundamental differences between independent road reps, showroom agencies, and in-house sales staff - Design competitive commission structures and sales agreements that align incentives - Source and recruit experienced wholesale reps who specialize in your product category - Establish modern communication workflows, digital linesheets, and order-entry systems - Manage representative relationships, set realistic sales targets, and handle underperformance - Apply modern CRM tools and collaborative tracking methods to support your external sales force This course begins with essential wholesale terminology and foundational concepts before moving into the step-by-step logistics of hiring, onboarding, and ongoing management. You will read real-world scenarios and review practical templates for sales contracts and communication guidelines. This course is designed specifically for wholesale brand owners, makers, and product creators who are ready to scale their sales efforts. No prior management or hiring experience is required to succeed in this program. Start reading today to confidently build and manage your first wholesale sales team.