The employee alternative
Hiring employees is expensive, slow, and risky. In Australia, the total cost of a sales employee goes well beyond salary. You pay superannuation, workers compensation insurance, leave entitlements, equipment, training, and management overhead.
A commission only sales team eliminates most of these costs while giving you access to experienced salespeople who are motivated to perform.
Step 1: Define what you need
Before recruiting agents, get clear on your ideal sales profile. What skills matter? What industry experience is relevant? What personality traits predict success with your product?
Write a brief description of your ideal agent, your product, the commission structure, and the support you provide. This is your agent listing.
Step 2: Recruit through the right channels
Post your opportunity on platforms like Zepys where agents are actively looking for products to sell. This is more effective than job boards because the people on Zepys have already chosen the commission only model and are ready to start.
You can also recruit through LinkedIn, industry networks, and referrals from existing agents. Word of mouth works well once you have a few agents producing results.
Step 3: Onboard efficiently
Create a simple onboarding process that gets agents selling within a week. This should include a product overview document, a demo or walkthrough video, common objections and responses, pricing information, and a clear process for submitting deals.
Do not overcomplicate onboarding. Agents want to start earning quickly. Give them what they need and get out of their way.
Step 4: Provide ongoing support
Even though agents are not employees, they need support. Answer their questions promptly. Share updates about product changes. Celebrate wins and share successful techniques across your agent network.
A monthly email or brief call with your agents keeps them engaged and informed.
Step 5: Scale with performance data
After your first few agents are producing, use performance data to refine your approach. Which agent profiles produce the best results? Which territories are most productive? What deal sizes are most common?
Use these insights to recruit more agents who fit your successful profile and focus on your best performing territories.
Managing without employment
The key difference from managing employees is that you cannot dictate how, when, or where agents work. You set the commission terms, provide the tools, and let them execute in their own way.
This feels uncomfortable at first, but it is liberating. You spend zero time on HR, performance reviews, or workplace compliance. You simply measure results.
The bottom line
Building a sales team without employees is not only possible, it is often better. You get motivated, experienced salespeople at zero fixed cost. The trade off is less control, but for most businesses, the economics make it a clear winner.