The Difference Between a Full Line Sales Rep and an Associate Sales Rep

Nov 15

You can listen here: https://open.spotify.com/episode/69WTnbzaLfgEJygL8ai72e?si=f5861337f57343f5

You can watch here: https://youtu.be/qSwv3lCMwfI

What’s the difference between a full line sales rep (TM ) and an associate sales rep (ASR)?

Associate Sales Rep (ASR)

The job of an associate rep is to make the full line reps life easier. They will be doing all the things the TM doesn’t want/have time to do. Majority of the times the ASR will be spending their time:

Covering cases
Running trays/equipment
Helping with territory daily task

There will be other duties for the ASR, but from my experience this is the majority of their time. The best way to describe an ASR is you’re the grunt. You’re doing all of the not fun work, but what is still crucial for territory success. The ASR role is so important because it allows you to gain on the job experience while developing the attributes to be a successful full line sales rep. The average ASR length is 2 years, then moving into a full line sales rep role.

Full Line Sales Rep (TM)

When it comes to the full line sales rep, their job breaks down into maintaining relationships with existing customers and growing their territory. They have a quota they are responsible for hitting and if they don’t, eventually could lead to termination. TMs are responsible for and will spend a lot of their time:

Visiting new accounts (cold calls)
Running new prospect/sales meetings
Overseeing the territory (making sure accounts are stocked, covering cases, task that will lead to revenue)

Salary Differences

Now the biggest question I get asked is pay difference. From my experience when interviewing, the average ASR role gave you a salary of $50k-70k with opportunity to earn a bonus if your TM hit quota.

Full line sales rep salaries will vary great depending on company, division, size & success of territory. The average Sales Rep salary in 2018 was just over $149k so if you’re starting off you can most likely expect to make this or under this, but reps who have experience and are running great territories can easily make $200k+.

Until next time, Work towards your goals and make them a reality.