You have more leverage than you think
Most sales agents accept whatever commission rate they are offered without question. This is a mistake. Commission rates are almost always negotiable, especially once you have proven you can deliver results.
Businesses need sales. If you are bringing them customers, you have leverage. The question is how and when to use it.
When to negotiate
There are a few natural moments to negotiate your commission rate:
Before you start. If you are choosing between multiple products to sell, let the business know. Competition is a natural negotiating tool. You are more likely to get a better rate when the business knows you have options.
After your first few sales. Once you have demonstrated that you can close deals, you have proof that you are worth investing in. This is the ideal time to revisit your rate.
When you hit volume milestones. If you are consistently bringing in five, ten, or twenty deals per month, ask for a tiered structure where your rate increases with volume. This is common practice and most businesses are open to it.
How to frame the conversation
Do not approach the negotiation as a demand. Frame it as a partnership discussion. You might say something like: "I have been consistently closing X deals per month and I would like to discuss adjusting my commission structure to reflect that performance. What options are available?"
This positions you as a professional who understands their value, not someone who is just asking for more money.
What to negotiate beyond the percentage
Commission rate is not the only thing on the table. You can also negotiate:
- Faster payment terms (weekly instead of monthly)
- Bonuses for hitting specific targets
- Higher rates for larger deals
- Exclusive territory or lead access
- Recurring commission duration
Sometimes a business cannot increase the base rate but can offer bonuses or faster payments, which can be just as valuable.
Know your numbers
Before any negotiation, know exactly what you bring to the table. How many deals have you closed? What is the total revenue you have generated? What is your close rate? Numbers speak louder than feelings.
When to walk away
If a business consistently undervalues your contribution and refuses to negotiate, it may be time to find better products to sell. On platforms like Zepys, you can compare commission structures across multiple businesses and choose the ones that value their agents properly.
Your time and skills have value. Make sure you are compensated accordingly.