How to Hire Commission Only Sales Reps
Commission-only hiring fails for predictable reasons: no lead flow, vague payout timing, and an offer that has never closed at the stated price. This is the sequence that works, and what experienced reps will ask you before they say yes.
Get the offer straight first
Reps price the risk of an unproven offer into their commission ask — or decline outright.
Define payout timing
"On collected revenue, paid within 7 days of receipt" beats "monthly" every time.
Show the lead source
Whoever books the calls determines the commission band. Say it in the post.
The six steps
- 1. Prove the offer closes — you or someone on your team has closed it at the price you are quoting.
- 2. Decide lead flow — inbound, your list, a setter, or the rep sources their own.
- 3. Set the commission band and the payout trigger, in writing.
- 4. Write the role post with numbers: price point, close rate, call volume, commission.
- 5. Shortlist on evidence — verticals worked, deal sizes, completed agreements, response time.
- 6. Lock terms before the first call, including trial length and how the arrangement ends.
Questions good reps will ask you
- What is your current close rate on this offer, and who achieved it?
- How many qualified calls per week can I expect?
- When exactly does commission pay, and on collected or contracted revenue?
- Who owns the CRM record and the renewal?
Frequently asked questions
Is commission-only legal?
It depends on jurisdiction and whether the person is a contractor or employee. Independent contractor arrangements are common; check local rules before you post.
What commission rate should I offer?
Commonly 10-20% of collected revenue when you supply leads, and higher when the rep sources their own pipeline.
How long before a commission-only rep produces?
With existing call flow, weeks. With no lead source, expect a much longer ramp — and a much smaller applicant pool.