Wholesale Matting

Sales Rep. Give them territory or product like or both?

I am hiring sales rep for my luxury bedding line which includes: bedding, baby bedding, pet beds, products for spa salons (balnkets, pillows etc) and meditation mat. I already have two candidates. I think I would like to have one more, 3 altogether. Since I am a new company and do not have much money they will work only in our state (NY) and also maybe NJ.Cannot afford to pay traveling expenses now. I am not sure how should I go about territory. Is it better to give one NY, one NJ and let them try to sell all my product lines or separate their account by targeted markets (bedding, pet bed etc)? If I have 3 sales rep. it will be hard for me to split the territory btw 3.... I think it would be better then give them accounts so each of them may focus better of one particular market (targeted segment bedding, pet pads etc) but then again one or the other may not like or feel like the other product is better to sell? Thank you

Public Comments

1. Do not split the accounts. As a sales rep, it is far easier to market your product by offering the full line of products. This way the rep can assess a given potential clients needs and offer them the best solution you full line can offer. It also allows each salesperson the most flexibilty in targeting clients in thier territory. Territory divisions are the best way to go.in my opinion.
2. If you can't pay expenses It is better for the reps to have geographic areas. Start with 2 local and let either one go to NJ now. Tell them when the business builds you will hire a rep for NJ Your third. If they have to travel long distance pay a higher commission on distant sales. Therfore the reps will go the distance to make the sales. Good luck