Sales Agency Agreement Commission

Sales Agency Agreement Commission: A Guide for Businesses and Sales Agents

If you are a business looking to expand your sales network, or a sales agent seeking new opportunities, understanding the commission structure in a sales agency agreement is crucial. A sales agency agreement is a contract between a business (known as the principal) and a sales agent (known as the agent) where the agent is authorized to sell the principal’s products or services to third-party customers. In exchange for their services, the agent earns a commission on each sale they make.

The commission structure in a sales agency agreement can be based on various factors such as the type of product or service being sold, the target market, and the competition. It is important for both the principal and the agent to negotiate and agree upon the commission structure before signing the agreement.

In general, there are two types of commission structures in a sales agency agreement: a percentage-based commission and a fixed commission.

Percentage-Based Commission

A percentage-based commission is calculated as a percentage of the total sales made by the agent. For example, if the agent sells $10,000 worth of products and the commission rate is 10%, the agent earns $1,000. The commission percentage can vary depending on the product or service being sold and the negotiation between the principal and the agent.

One advantage of a percentage-based commission is that it incentivizes the agent to make more sales as their commission increases with each sale. However, it can also be a disadvantage for the principal as they have less control over the cost of sales.

Fixed Commission

A fixed commission is a set amount paid to the agent for each sale made. For example, if the fixed commission is $500 per sale, the agent earns $500 for every product or service they sell. The advantage of a fixed commission is that it provides the principal with more control over the cost of sales. However, it may not be as attractive to the agent if they are not able to make as many sales.

It is also common for sales agency agreements to include a clawback clause. This clause allows the principal to recover commission payments made to the agent for sales that are later cancelled or refunded by the customer.

In addition to the commission structure, a sales agency agreement may also include other terms such as the duration of the agreement, termination clauses, and confidentiality clauses.


In summary, understanding the commission structure in a sales agency agreement is essential for both the principal and the agent. Whether it is a percentage-based commission or a fixed commission, it is important to negotiate and agree upon the terms before signing the agreement. A well-structured sales agency agreement can benefit both parties and lead to a successful partnership.