Default sales reps

A default sales rep is the team member automatically assigned to new sales orders for a customer. Setting a default rep ensures consistent ownership and accurate commission tracking across orders.

Why default sales reps matter

• Consistent assignment: every order for a customer automatically gets the right rep
• Commission tracking: the assigned rep drives commission calculations on the order
• Reporting and filtering: view sales performance, pipeline, and activity by rep

Core concepts

Customer default and order inheritance

The default sales rep is set on the customer record. When a new sales order is created for that customer, the rep is automatically populated on the order. The rep can be overridden per order if needed.

Commission interaction

The default sales rep is tied to commission exemption behavior:

• When a customer is marked commission exempt, the default sales rep is cleared (since commission won't be calculated)
• If the exemption is later removed, the sales rep must be reassigned manually

Territories

Sales reps can also be mapped to geographic regions through territories, which define rep coverage by state and zip code range.

Where default sales reps are used

• Customer: set as the customer's default sales rep
• Sales order: inherited from the customer, overridable per order
• Commission calculations: the order's sales rep determines who earns commission
• Reporting: sales and activity reports can be filtered and grouped by rep

Next: Default carriers