The topic of the paper is the management of employees in retail and wholesale companies. Given the challenges in modern sales, as well as the importance of a successful salesperson for the business of a sales company, employees need to be managed. The salesperson's development begins after his employment and should be carried out continuously, in accordance with organizational as well as individual needs. The basis of employee development planning is the evaluation of work performance. In addition to employee performance, employee development takes place in accordance with current and future educational needs and company plans. Education and training can include mentoring, job rotation, shadowing, etc., but the most common form is education. Organizational development should be carefully planned, but the individual development of each salesperson is also important, because such development increases competitiveness on the labor market and opportunities for career advancement. The methods of education and training may differ depending on whether is it about employees in retail or wholesale. In order for a salesperson to use his potential, he needs to be motivated to do his job. Managers should determine the needs and wishes of salespeople and, in accordance with them, as well as organizational goals, define a motivation system to which the reward system is added. As part of the work, an analysis of employee management was carried out on the example of the Fortenova Group and the Jamnica company. Based on the work performance evaluation procedure, employees are referred to appropriate training. By attending trainings, new opportunities for advancement and rewards are opened up for employees, therefore they also have a strong motivational character.