Guide · Vivre du closing
High Ticket Closer Commission: The Reference Table
Published on September 11, 2026 · Thomas, fondateur de mycloser
5, 10 or 20 percent? Commission ranges by ticket size, lead source and seniority, plus the three clauses that decide what you actually get paid.
Contents
Everyone will tell you "somewhere between 5 and 20 percent". That range is useless.
It is wide enough to contain both the number that makes a role unworkable and the one that makes you the most expensive hire on the team. What you need is not an average. It is the three variables that set the number, in order of weight.
Variable 1: who supplies the lead
Ask this before anything else. It settles most of the range.
| Setup | Range |
|---|---|
| Company supplies booked calls | 5 to 12% |
| Mixed, you work warm or dormant lists | 10 to 18% |
| You prospect from scratch | 15 to 25% |
If you prospect, you are doing two jobs. The commission doubles, and it should.
This variable alone explains most of the spread you see quoted online. When someone advertises 25 percent without context, prospecting is almost always included.
Variable 2: ticket size
You do not earn a percentage. You earn dollars per sale.
| Average ticket | Company supplies leads | Commission per sale |
|---|---|---|
| $1,000 to $3,000 | 12 to 20% | $120 to $600 |
| $3,000 to $8,000 | 8 to 15% | $240 to $1,200 |
| $8,000 to $20,000 | 6 to 12% | $480 to $2,400 |
| Above $20,000 | 5 to 10% | $1,000 and up |
Ranges based on conditions commonly advertised across English-speaking remote roles.
The sanity check. Multiply ticket by the proposed rate. The result should land between $400 and $1,500. Below that the effort does not pay. Above it you are above market, and the company knows.
Useful context. In the US market, offers are frequently described as high ticket from around $2,000 upward. The commission logic shifts above that point.
Variable 3: seniority
| Profile | Adjustment |
|---|---|
| New, no track record | Bottom of range, with a 90 day review clause |
| Experienced, verifiable numbers | Middle of range |
| Senior specialist in the vertical | Top of range, occasionally above |
A senior who knows the vertical costs two to four points more and repays it in the first month, because they are operational in a week instead of two months.
The three structures
Commission only. No base, everything on results. The dominant structure in coaching and info offers. Best when volume is high and the cycle is short.
Base plus commission. A monthly figure plus a reduced percentage. Common on longer cycles, in B2B, and at more structured companies. The base carries you through the ramp and the weak months.
Draw against commission. An advance, recovered from what you earn later. Frequently offered for the first 90 days.
The draw needs care. It is not a base. It is money you are expected to earn back. If you underperform, you can finish the period owing it. Ask two questions before accepting: is the draw recoverable, and what happens if I leave before it is cleared.
What to compare. Always add base and expected commission. A 15 percent commission-only role can pay less than 9 percent with a $2,500 base, depending on volume.
The three clauses that decide your real pay
The commission trigger
When is commission earned: on signature, on first payment received, or on full payment collected?
On payment plans, which are common in this market, the difference is large for your cash flow. This is the single most important clause in the agreement and the first source of disputes.
The clawback window
The period between the sale and the payout, usually 14 to 30 days, aligned with the company's refund policy. Beyond 30 days, negotiate.
The chargeback clause
If a client refunds or a payment plan fails, commission is deducted from subsequent payouts. Check what happens if there are no subsequent payouts, for example because you have left.
Also worth settling: what happens to deals in progress when the contract ends. A tail clause covering 30 to 90 days is fair and common practice.
Calculating what a role pays before you take it
Monthly income = calls held × close rate × ticket × commission (+ base)
Example. 40 calls, 18 percent close rate, $5,000 ticket, 10 percent commission, $2,000 base.
40 × 0.18 = 7.2 sales
7.2 × $5,000 × 10% = $3,600 commission
Plus $2,000 base = $5,600
Run this before the interview, with their numbers. If the result comes in under $4,000, the rate is not the problem: the role cannot support a closer.
Ask for the last three months, not the best month. The gap is usually significant.
What to negotiate besides the percentage
Call volume. The most important item by a wide margin. Ask for a figure, even an indicative one. A company that will not estimate probably does not measure.
Base or draw. Legitimate on longer cycles or irregular volume.
The commission trigger and clawback window. They determine when money actually arrives.
Deals in progress at termination. If you leave, what happens to prospects you worked who sign the following month?
Lead quality, not just quantity. Forty calls from paid inbound and forty from a cold list are not the same job and should not carry the same rate.
Frequently asked questions
What rate should I ask for on a first role?
Bottom of the range for your setup, with a review clause at 90 days. Accepting well below market does not make you attractive, it signals you do not know the market.
Can I ask for more than 20 percent?
On full prospecting or low tickets, yes. Above 25 percent, the company will compare you against an agency or an employee.
Is commission calculated on gross or net?
Define it in the agreement. Common practice is contract value before taxes and payment processing fees. Get it written.
Base or higher commission, which is better?
Depends on your cash position and the sales cycle. On long cycles the base protects you. On short cycles with volume, commission pays more.
How does it work on subscriptions?
Two practices: a higher percentage on the first payment only, or a lower percentage across 6 to 12 months. The second pays more if clients stay.
What if they refuse to put it in writing?
That is a serious signal. Without a written agreement you have no recourse on disputed commission. More warning signs in [commission only closing roles](/guides/commission-only-sales-jobs-red-flags).