Your Commission Is Your Offer

Top sales agents have choices. They receive pitches from product owners constantly and they evaluate each opportunity based on earning potential, product quality, and ease of selling. Your commission structure is the financial centrepiece of your offer. Get it wrong and you'll attract only the agents nobody else wants.

Understanding What Agents Value

Agents think in terms of earnings per hour of effort. A 20% commission on a product that takes six months to sell might be less attractive than a 10% commission on something that closes in two weeks. Consider the full picture when designing your structure.

The ideal combination for agents is a product that sells relatively quickly, at a price point that generates meaningful commission per deal, with enough market demand to support consistent volume.

Common Structure Types

Flat percentage is the simplest model. The agent earns a fixed percentage of every deal they close. This works well for straightforward products with consistent pricing.

Tiered structures increase the commission rate as agents hit volume targets. This rewards your best performers and creates an incentive to push for more deals. For example, 10% on the first $100,000 in sales, 15% beyond that.

Recurring commissions pay agents a percentage of ongoing revenue for subscription or contract based products. This is extremely attractive to agents because it builds a passive income stream over time.

Benchmarks for Australian Markets

Commission rates vary by industry, but general benchmarks for B2B products in Australia range from 5% to 20% of deal value. Technology and SaaS products typically pay 10% to 15%. Physical products and manufacturing sit at 5% to 10%. High margin professional services can go as high as 20% to 25%.

Bonuses and Accelerators

Add bonuses for milestones that matter to your business. First deal closed within 30 days. Quarterly volume targets. New market penetration. These extras differentiate your offer from competitors and keep agents engaged long term.

Transparency Is Everything

Whatever structure you choose, make it crystal clear. Agents should be able to calculate their expected earnings on any deal without ambiguity. Zepys lets you define these structures as part of your product listing so agents can evaluate the opportunity before they apply.

Confusing or opaque commission plans are the fastest way to lose good agents. Keep it simple, keep it generous, and pay on time without fail.