Scaling sales in today’s marketplace often comes down to having the right people driving leads and conversions. For high-ticket offers, coaching programs, consulting services, or agency solutions, a traditional sales team may not always be the most cost-effective approach. That’s where commission only setters and closers come in. These roles have become the backbone of many successful sales operations, providing companies with motivated professionals who thrive on performance-based pay. Understanding how setters and closers work—and why they matter—can transform how you think about building and growing a sales team.
Understanding the Role of Commission Only Setters and Closers
Setters and closers perform distinct but complementary roles. Setters focus on generating opportunities, while closers specialize in sealing the deal. The two roles are often combined in larger teams, ensuring a streamlined flow from lead generation to client onboarding. Businesses hire these professionals on a commission-only basis to minimize risk while maximizing performance-driven outcomes.
In a high-ticket sales environment, setters initiate conversations with potential leads, qualify them, and pass them on to closers. Closers then take the qualified prospects through structured calls or presentations to finalize sales. The commission-only structure ensures that businesses only pay when results are achieved, aligning the interests of both sides. By operating in tandem, setters and closers create an efficient system that keeps pipelines filled and revenue consistently growing.
The Core Responsibilities of Setters
Setters act as the first point of contact in the sales process. They handle outbound efforts such as cold calls, direct messages, and email outreach while also managing inbound inquiries. Their primary role is to warm up potential clients and determine if they’re a good fit for the offer before handing them off to closers.
Beyond simply booking calls, setters nurture relationships by answering initial questions, addressing concerns, and providing enough value to keep prospects engaged. They must be quick thinkers who can qualify leads without wasting time. In industries such as online coaching, digital marketing, and SaaS, setters play a pivotal role in keeping sales calendars full. Their success is measured not just by the number of appointments they set, but by the quality of those leads and how well they transition to closers.
The Core Responsibilities of Closers
Closers step in after setters have done the groundwork. Their expertise lies in running structured sales calls, delivering tailored presentations, and overcoming objections. A closer’s ability to listen, empathize, and strategically guide a conversation often determines whether or not a deal is secured. Unlike setters, whose success is based on activity volume, closers are judged by conversions.
In commission-only setups, closers are motivated by direct financial incentives. The better they perform, the more they earn. They need advanced persuasion skills, confidence in handling high-ticket pricing discussions, and resilience to manage rejection. Whether it’s a $5,000 coaching package or a $20,000 consulting contract, closers are the final gatekeepers between a prospect and a company’s bottom line. This makes their role indispensable in commission-based sales systems.
Why Businesses Choose Commission Only Setters and Closers
Companies are increasingly turning to commission only setters and closers because the model reduces overhead while maximizing accountability. Instead of paying hefty base salaries with uncertain ROI, businesses only compensate when revenue is generated. This creates a win-win structure where everyone is incentivized to produce measurable results.
For entrepreneurs and agencies, this arrangement allows faster scalability. It’s easier to onboard multiple commission-only professionals than to build a large salaried team. The performance-driven model also attracts ambitious individuals who thrive under pressure and enjoy the possibility of uncapped earnings. Compared to traditional salaried sales structures, commission-only teams are leaner, more cost-effective, and often hungrier for results.
Skills Needed to Thrive as a Commission Only Setter or Closer
Thriving in these roles requires more than a desire to make money. Setters and closers must master specific skills to succeed in competitive markets. Essential traits include:
Strong communication and listening abilities
Consistency in daily prospecting and follow-ups
Persistence in the face of rejection
Self-motivation and time management
Empathy and problem-solving during conversations
Confidence in discussing high-ticket offers
Without these skills, commission-only professionals risk burnout and poor results. With them, however, they can build highly lucrative careers. Many of the most successful setters and closers continually refine their craft, investing in training, mentorship, and practice to maintain peak performance.
Benefits and Challenges of Working as a Commission Only Setter or Closer
The commission-only model offers unique benefits. High performers can achieve significant income without traditional salary caps. The roles also provide flexibility, often allowing professionals to work remotely and set their own schedules. Ambitious individuals may view this model as a fast track to financial freedom, especially in high-ticket industries.
At the same time, challenges exist. Income can fluctuate month to month, creating financial uncertainty. Not every lead will close, and rejection is a daily reality. The pressure to consistently deliver results can also be intense, making this model unsuitable for everyone. Those considering commission-only roles must weigh the potential rewards against the demands of performance-based pay.
How to Structure Commission-Only Pay for Setters and Closers
Designing the right pay structure is critical for retaining top talent while maintaining profitability. Businesses often use different commission models depending on sales cycles and ticket sizes. Common structures include:
- Flat-rate commission – A fixed percentage or dollar amount per sale
- Tiered commission – Higher percentages as sales volumes increase
- Revenue sharing – A percentage of overall deal revenue
- Setters may be paid per qualified appointment booked, while closers typically earn a larger percentage of finalized sales. The balance must ensure setters stay motivated while closers feel adequately rewarded for carrying the deal across the finish line. A poorly designed structure can lead to high turnover, while a fair and competitive plan fosters long-term success.
Hiring the Right Commission Only Setters and Closers
Finding the right people requires careful recruitment. Businesses often seek candidates with proven communication skills, resilience, and a track record in sales. Platforms like LinkedIn, sales-focused communities, and recruitment agencies can be effective for sourcing candidates.
During the hiring process, it’s essential to look beyond resumes and assess mindset. The best commission-only professionals have a growth mentality, persistence, and the discipline to thrive without a guaranteed paycheck. Once hired, comprehensive onboarding and training are key to ensuring consistent results. Scripts, sales playbooks, and regular coaching sessions equip setters and closers to represent your brand effectively.
Tools and Systems That Support Setters and Closers
Technology plays a central role in the efficiency of sales teams. CRM systems allow setters and closers to track conversations, follow-ups, and performance metrics. Communication tools like Slack, Zoom, and integrated phone systems make coordination seamless.
Data analytics further helps businesses identify what’s working and where bottlenecks occur. Automating parts of the outreach process can free setters to focus on conversations, while closers benefit from detailed customer histories during sales calls. Businesses that invest in these systems often see smoother workflows and higher conversion rates.
Common Misconceptions About Commission Only Sales Teams
A frequent misconception is that commission-only work is unstable or unfair. In reality, well-structured systems provide reliable income opportunities for top performers. Another myth is that anyone can succeed easily as a closer. The truth is that the role demands skill, training, and consistent practice.
Some also believe commission-only teams require little management. In fact, ongoing coaching, feedback, and accountability are crucial for sustaining performance. Businesses that view setters and closers as independent contractors without providing support often experience high turnover and poor results. Understanding these realities helps businesses and professionals enter commission-only arrangements with realistic expectations.
Best Practices to Maximize Results with Setters and Closers
Businesses that succeed with commission-only sales teams often follow proven strategies. These include:
- Developing scripts and guidelines while allowing for natural conversations
- Tracking KPIs such as conversion rates, call volume, and revenue
- Creating a culture of collaboration instead of competition
- Offering growth opportunities such as leadership roles or higher commission tiers
- When setters and closers feel supported, motivated, and rewarded, they deliver better results. Continuous training, feedback loops, and recognition programs also help maintain morale and long-term commitment.
Frequently Asked Questions (FAQ)
What’s the difference between a setter and a closer?
A setter focuses on generating and qualifying leads, while a closer specializes in converting those leads into paying customers.
How much can commission only setters and closers earn?
Earnings vary widely. Setters may earn hundreds to thousands monthly, while closers working high-ticket deals can generate five- or six-figure incomes.
Is commission-only sales legal and ethical?
Yes, it’s legal and ethical when structured transparently. Both businesses and sales professionals must agree to clear terms.
Can a beginner succeed as a commission-only setter?
Yes, beginners can start as setters with proper training and mentorship. However, success requires dedication and consistent effort.
What industries use setters and closers the most?
Common industries include online coaching, consulting, marketing agencies, real estate, and SaaS.
How can businesses avoid turnover in commission-only teams?
Offering fair pay structures, ongoing support, and professional development opportunities helps reduce turnover.
Takeaway
Commission only setters and closers are not just salespeople—they’re the engines of growth for businesses that rely on high-ticket offers. By structuring clear roles, offering fair commission models, and providing the right tools and training, companies can build lean, effective, and scalable sales teams. For professionals, these roles provide unmatched opportunities for growth, independence, and earning potential. When executed well, the commission-only system creates a mutually beneficial environment where businesses thrive, and ambitious sales professionals achieve financial freedom.