The Compensation Question Every Business Faces

When you're ready to build a sales function, the first major decision is how to pay for it. Do you hire salaried salespeople with guaranteed income? Or do you work with commission based agents who only earn when they sell? The answer depends on your business stage, cash flow, and risk tolerance.

The Case for Salary

Salaried salespeople are employees. You control their schedule, their process, and their focus. They show up every day and work exclusively on your product. For complex enterprise sales with long cycles, having dedicated reps who can invest months in a single deal makes sense.

The downside is cost and risk. In Australia, a competent B2B salesperson expects a base salary between $80,000 and $150,000 plus super and benefits. That's a significant commitment before they close their first deal. If the hire doesn't work out, you've lost money and time.

The Case for Commission

Commission based agents are independent operators. They carry multiple products, manage their own schedule, and are relentless about efficiency because their income depends entirely on results. You pay nothing until revenue comes in.

This model dramatically reduces risk. If an agent can't sell your product, the cost to you is zero. If they can, you've found a revenue channel that pays for itself from day one.

The downside is control. Agents choose how they spend their time. If a competing product offers better commissions, they might shift their attention. You need to make your offer compelling enough to stay at the top of their list.

The Hybrid Approach

Some businesses combine both models. They hire a small salaried team to handle key accounts and strategic deals, then use commission agents for broader market coverage and new territory expansion.

Zepys supports the agent side of this equation by giving you a platform to list your products, set commission structures, and manage agent relationships at scale. It removes the administrative friction that often makes working with multiple agents impractical.

Making Your Decision

If you're early stage, cash constrained, or testing new markets, commission agents are almost always the smarter choice. If you have proven product market fit, predictable revenue, and the budget to invest in talent, adding salaried reps can accelerate growth.

The best answer is usually not one or the other. It's knowing when each model serves you best.