How to Manage Multiple Products with Commission Agents

Multiple products create complexity

When you have more than one product and a network of commission agents, complexity multiplies. Agents need to understand each product, know which prospects fit which product, and allocate their time effectively across your portfolio.

Without clear guidance, agents default to selling whatever is easiest or pays the highest commission, which may not align with your business priorities.

Align commissions with priorities

If you want agents to push a new product, pay a higher commission on it. If you want agents to focus on your core product rather than a lower margin add on, make the core product's commission more attractive.

Commission rates are the strongest signal you send to agents. They will follow the money. Use this to your advantage by aligning rates with business priorities.

Create product specific materials

Each product needs its own sales materials: one pager, case studies, objection handling guide, and pricing information. Do not combine everything into one mega document that agents will not read.

On Zepys, you can create separate listings for each product, each with its own materials and commission structure. This keeps things organised for agents.

Define ideal customer profiles per product

Not every prospect is right for every product. Create distinct ideal customer profiles for each product so agents know which product to pitch to which prospect.

"If the prospect is a business with fewer than 10 employees struggling with invoicing, pitch Product A. If they have 10 to 50 employees and need full accounting automation, pitch Product B."

This prevents agents from trying to sell the wrong product to the wrong prospect.

Specialisation vs generalisation

As your product portfolio grows, consider whether agents should sell everything or specialise. Specialists develop deeper knowledge and sell more effectively within their focus area. Generalists can address a wider range of prospect needs.

A good rule of thumb: if your products serve different markets, let agents specialise. If your products serve the same market at different levels, train agents on the full portfolio.

Preventing cannibalisation

If two products compete for the same customer, agents may cannibalise your sales by discounting one product against another. Set clear positioning: Product A is for this type of customer, Product B is for that type. If a prospect fits both, define which one agents should recommend and why.

Tracking performance per product

Track agent performance for each product separately. This reveals which products are selling, which agents are strongest on which products, and where additional training or marketing support is needed.

The bottom line

Managing multiple products with commission agents requires clear commission alignment, separate materials, distinct customer profiles, and clean performance tracking. The businesses that manage this well grow revenue across their entire portfolio rather than depending on a single product.