[Video] My 5-Part Sales Compensation Playbook for Agencies

Here’s the thing…

You can’t keep doing all the sales yourself; you need a salesperson. 

But most agency owners get stuck on one big question: “How do I structure compensation so it actually works?”

In this video. I break down a proven 5-part sales compensation playbook designed specifically for agency owners.

You’ll discover:
✅ The right balance of base salary + commission (with real numbers)
✅ How to set realistic sales quotas that align with your margins
✅ A commission structure that prioritizes recurring revenue over one-off deals
✅ What to expect in your rep’s first 6 months (and how to ramp them right)
✅ Bonus strategies that reward performance and boost retention

CQ

Frequently Asked Questions

Why do most agency owners get stuck when it's time to hire their first salesperson?

Because figuring out how to structure compensation so it actually works, balancing base salary, commission, and incentives, is genuinely hard to get right without a clear framework to follow.

What's the right balance between base salary and commission for an agency salesperson?

A structure with real, specific numbers laid out directly in the video, designed to strike a workable balance that motivates performance without creating unsustainable financial pressure on the agency.

Why should sales quotas be tied to margins rather than just revenue targets?

Because a quota disconnected from actual margins can incentivize deals that look good on paper but aren't genuinely profitable, undermining the health of the business even as revenue appears to grow.

Why prioritize a commission structure around recurring revenue over one-off deals?

Because recurring revenue builds sustainable, compounding growth, while one-off deals require constant new acquisition just to maintain flat revenue. A compensation structure favoring recurring revenue aligns incentives with long-term business health.

What should agency owners expect during a new sales rep's first 6 months?

A defined ramp-up period covered directly in the video, along with bonus strategies designed to reward performance and boost retention once the rep is fully ramped and contributing.