Hiring and scaling a commission-based sales team can be one of the most challenging aspects of growing a business. Unlike salaried sales reps, commission-based reps require a different recruiting approach, structured onboarding, and continuous training to succeed.
For industries like roofing, solar, home improvement, financial services, and real estate, commission-based sales teams are the backbone of revenue growth. However, 62% of new sales reps quit within the first 90 days due to lack of training, unclear compensation structures, or weak sales processes.
So, how do you build a high-performing commission-based sales team that closes deals, stays engaged, and drives revenue? Let’s break it down.
Step 1: Define Your Ideal Sales Rep Profile
Before you start recruiting, you need a clear understanding of the type of sales reps your business needs.
Consider these factors:
✅ Sales Model – Do you need inside sales reps handling phone calls or outside sales reps meeting customers in person?
✅ Lead Source – Will reps be self-generating leads, handling company-generated leads, or working inbound leads?
✅ Experience Level – Do you want experienced reps, or are you willing to train entry-level candidates?
Example:
A roofing company hiring for door-to-door commission sales might look for high-energy, self-motivated reps with experience in direct sales. Meanwhile, a financial services firm may need consultative sales professionals who can build long-term client relationships.
Step 2: Build a Proven Recruiting System
Most business owners waste too much time on hiring because they rely on one-on-one interviews or job boards with unqualified candidates. Instead, systemize your hiring process to attract, filter, and recruit top-tier sales talent efficiently.
🔹 Leverage Targeted Ads & Automation
Rather than waiting for applications to roll in, run targeted recruiting ads on platforms like Facebook, Indeed, and LinkedIn to attract active and passive candidates.
🔹 Use Screening Funnels
Instead of manually reviewing every application, set up an automated screening process using tools like JotForm and Go High Level (GHL) to filter out low-quality candidates.
🔹 Group Interviews Save Time
Rather than conducting dozens of individual interviews, run group interview presentations to quickly identify high-potential sales reps and cut down wasted time on low-quality applicants.
💡 Pro Tip: A structured 4-step recruiting process (ads → screening → group interviews → final interviews) can eliminate 80% of the manual work involved in hiring sales reps.
Step 3: Set Up a Clear Compensation Plan
One of the biggest mistakes businesses make when hiring commission-based reps is creating unclear or unattractive pay structures.
A strong compensation model should be:
✔️ Simple & Transparent – Reps should instantly understand how they’ll be paid.
✔️ Competitive – Your commission must be high enough to attract and retain talent.
✔️ Performance-Based – Include bonuses or tiered structures to reward top performers.
Example Commission Models:
- Flat Commission – 10-20% per closed deal.
- Tiered Commission – Higher percentages based on sales milestones.
- Base + Commission – Lower commission rate with a small base salary.
🚨 Avoid the #1 Mistake: If your pay structure is too confusing, reps will leave before they ever start selling.
Step 4: Implement a Scalable Onboarding & Training Process
Even the best sales reps need structured onboarding to perform at a high level. Unfortunately, most companies lack a system to ramp up new hires efficiently.
Key Elements of a Strong Onboarding Program:
✅ Company Overview & Values – What makes your company unique?
✅ Sales Process & Expectations – How should reps handle each stage of the sale?
✅ Product Knowledge – What are the key selling points & objections?
✅ CRM & Tech Training – How do they track their pipeline & leads?
✅ Roleplay & Sales Training – Simulated customer interactions to refine skills.
Automation Tip: Use an LMS (Learning Management System) like Go High Level to create a self-paced onboarding university that saves time while ensuring consistency.
Step 5: Provide Ongoing Sales Training & Coaching
Sales success isn’t just about hiring the right reps—it’s about keeping them engaged, motivated, and continuously improving.
🔹 AI Sales Roleplay & Coaching
With advancements in AI, sales reps can now practice live sales scenarios using AI-powered roleplay before ever talking to a real customer. Tools like AI Sales Coach allow reps to:
✔️ Practice overcoming objections
✔️ Get AI-powered feedback on their pitch
✔️ Build confidence before making real calls
🔹 Regular Sales Meetings & Coaching
Host weekly coaching calls where top reps share best practices, common objections, and new techniques.
🔹 Incentives & Culture
Commission-based sales can be high pressure, so building a winning culture is crucial. Create leaderboards, monthly contests, and recognition programs to keep reps motivated.
Step 6: Track & Optimize Sales Performance
Without accurate tracking, it’s impossible to know what’s working (or failing) in your sales team.
Key Sales Metrics to Track:
📊 Call-to-Appointment Ratio – How many calls turn into booked meetings?
📊 Closing Rate – What percentage of calls result in sales?
📊 Revenue Per Rep – How much does each rep generate per month?
📊 Rep Retention Rates – Are your salespeople staying long-term?
💡 Pro Tip: Use Go High Level’s reporting dashboard to track real-time sales performance and optimize your hiring and training strategies.
Final Thoughts: Scale Smarter, Not Harder
Building a high-performing commission-based sales team isn’t about luck—it’s about having the right systems in place.
🔹 Systematize your hiring process
🔹 Create a structured onboarding program
🔹 Leverage AI for roleplay & sales training
🔹 Use data to track performance & optimize results
At Sales Recruiting University (SRU), we help businesses find, recruit, train, and retain top-performing commission-based sales reps—without wasting time or resources.
If you’re ready to scale your sales team without the headaches, book a free strategy call today.
📢 Book Your Free Strategy Call Now