Know How You’re Paid—Before You Knock That First Door

I've saw quite a few things in my years in roofing sales, and let me tell you—I learned this lesson the hard way.

My first gig was commission-only, and I thought I'd struck gold when they promised "unlimited earning potential."

What they didn't mention? That first month when I made exactly zero dollars.

Whether you're just starting out or switching companies, understanding how you're paid is critical in roofing.

Two models dominate the industry:

Commission-only and salary plus commission.

Each has its benefits—and its risks. One gives you unlimited upside with zero cushion. The other gives you stability but might limit your growth.

Which one’s better? That depends on your goals, skills, and how you handle risk.

This guide breaks down the true pros and cons of each comp plan so you can choose the structure that helps you win in roofing sales.

What You’ll Learn:

• Definitions of commission-only and salary + commission models
• Key differences between the two
• Pros and cons for roofing sales reps
• Which reps thrive in each model
• Real income comparisons and advice for choosing

What Is Commission-Only Pay in Roofing?

Commission-only pay is exactly what it sounds like - your entire income comes from a percentage of each sale you close.

No base salary, no hourly wage, just pure performance pay that rises and falls with your hustle.

Most roofing companies offer somewhere between 8%-12% of the total contract price. Storm restoration outfits and canvassing-heavy operations love this structure because they need reps willing to grind through rejections for those big paydays.

Here's where it gets interesting - you'll usually work as a 1099 independent contractor, which means no benefits and you're handling your own taxes.

But some companies are shifting to W-2 commission-only to avoid classification issues. Either way, your paycheck depends entirely on closing deals.

The payment trigger matters huge. Some companies pay when contracts get signed, others wait for installation completion, and the smart ones tie it to actual funding or collections.

Trust me, getting paid on signature sounds great until you realize half those deals fall through during the insurance process.

This structure attracts hustlers and risk-takers who want unlimited earning potential. I've seen reps make $200K+ years in good storm season years, but also watched people struggle for months without a single paycheck.

It's feast or famine, plain and simple. If you can handle the uncertainty and have enough savings to weather slow periods, commission-only can be incredibly lucrative.

What Is Salary Plus Commission in Roofing?

Salary plus commission gives you the best of both worlds - steady income with upside potential based on your sales performance. It's basically a safety net that still rewards you for closing deals.

The typical setup runs around $3,000 monthly salary plus 3%-5% commission on everything you sell.

Yeah, the commission percentage is lower than straight commission roles, but you're trading some upside for that guaranteed paycheck hitting your account every month.

Most companies offering this structure treat you as a W-2 employee, which means health insurance, paid time off, and they handle your tax withholdings.

Way less stress at tax time compared to 1099 contractor gigs.

You'll see this model mostly in retail showrooms, corporate roofing companies, or hybrid operations that do both storm work and regular replacement jobs.

These companies want stable, trained reps who stick around long-term, not just storm chasers looking for quick hits.

The math works out pretty well if you're consistent.

Let's say you close $80K in sales monthly - that's $2,400 in commission plus your $3K base salary for $5,400 total. Not bad for predictable income.

The trade-off is obvious though - your earning ceiling is lower than pure commission roles.

But if you value stability over maximum earning potential, especially during slow seasons, this structure makes a lot of sense.

Pros of Commission-Only Roofing Sales

Commission-only is where the real money lives in roofing sales, and I've watched reps absolutely crush it when they embrace the grind.

The earning potential is genuinely unlimited - I know guys pulling $300K+ in good storm years because there's no cap on what they can make.

The freedom is intoxicating too. You eat what you kill, plain and simple.

No micromanaging about call volume or CRM updates - just close deals and get paid. Most companies leave you alone as long as the contracts keep flowing in.

Those commission percentages are where it gets exciting.

While salary-plus-commission reps are stuck at 3%-5%, pure commission often starts at 8% and can climb to 15% or higher for proven performers. On a $75K storm job, that's potentially $11,250 in your pocket from one sale.

This structure breeds entrepreneurs. You start thinking like a business owner because essentially, you are one.

Every lead matters, every follow-up call counts, and you develop that killer instinct that separates pros from wannabes.

The best part? It attracts other hungry closers.

When everyone's income depends on performance, the whole team elevates their game. Weak reps wash out quick, leaving the serious producers to learn from each other and push boundaries.

Just remember - with great potential comes great risk. But if you can handle the uncertainty, commission-only offers the highest ceiling in roofing sales.

Cons of Commission-Only Roofing Sales

Commission-only sounds amazing until you hit your first three-week dry spell and start questioning every life decision you've ever made. The lack of guaranteed income is brutal - miss your numbers and your bank account feels it immediately.

Income swings will mess with your head. One month you're making $15K and feeling unstoppable, the next you're scraping together $2K and wondering if you should update your resume.

Try explaining those fluctuations to a mortgage lender or your spouse.

The 1099 contractor status hits different when tax season rolls around. No withholdings means you better be disciplined about setting money aside, plus you're covering both sides of Social Security.

And forget about employer-provided health insurance - that's all on you now.

Benefits? What benefits.

No paid time off means taking a vacation literally costs you money in missed opportunities. Sick days, family emergencies, even good weather that keeps you from knocking doors - everything impacts your paycheck directly.

Burnout is real during slow seasons. Winter months in northern markets can be absolutely devastating when nobody's thinking about roof repairs.

I've watched solid reps completely lose their confidence after a few tough months, and some never recover that killer instinct.

The psychological pressure is intense. Every "no" feels personal when your rent payment depends on the next "yes."

It takes a special mindset to thrive long-term in pure commission roles.

Pros of Salary + Commission in Roofing Sales

The stability of salary plus commission saved my sanity during those inevitable slow periods that hit every roofing market.

Having that guaranteed base means your mortgage gets paid whether you close five deals or zero that month.

This structure is perfect when you're climbing the learning curve. New reps can focus on mastering objection handling and product knowledge without the panic of "I need to close something today or I can't eat." That desperation kills more sales than bad pricing ever will.

The benefits package is where this model really shines. Health insurance, paid time off, maybe even a 401k match - stuff that 1099 contractors have to figure out themselves.

When you're supporting a family, those benefits can be worth $10K+ annually in real value.

Career changers especially benefit from this setup.

Coming from corporate or teaching into roofing sales? That steady paycheck feels familiar while you develop your closing skills. The transition is way less jarring than jumping straight into commission-only.

Most companies still offer performance bonuses on top of your base and commission. Hit certain monthly quotas and you might get an extra $500-1000 bonus.

It's not life-changing money, but it adds up over the year.

The peace of mind factor is huge. You can take calculated risks, spend more time nurturing long-term prospects, and make decisions based on what's best for the customer instead of what pays bills immediately.

Cons of Salary + Commission in Roofing Sales

The biggest hit you'll take is commission percentage - dropping from 10%+ down to 3%-5% stings when you're closing big deals.

Even though I managed to hit $200K each year with base plus commission, I always wondered what those numbers would've looked like at straight commission rates.

Capped earnings are real, and some companies get creative about limiting your upside. Once you hit certain volume thresholds, they might reduce your commission rate or cap bonuses.

It's like they're punishing you for being too successful.

Watch out for quota requirements that threaten your "guaranteed" base pay. Some companies will tell you the base is safe, then start threatening to reduce it if you miss monthly targets.

That's not really a base salary - it's a conditional payment disguised as security.

The worst trap I've seen? Companies that treat your base salary as an advance against commissions, then reduce your commission percentage once you've "repaid" what they fronted you.

Basically using your own future earnings to subsidize your current pay.

Here's the ugly truth about human nature - that guaranteed paycheck can kill your killer instinct. I've watched hungry commission-only reps turn lazy once they got that safety net.

When rent's covered regardless, it's tempting to coast through slow days instead of grinding for extra deals.

The urgency just isn't the same.

Commission-only reps treat every lead like their mortgage payment depends on it, because it literally does.

Side-by-Side Income Comparison

Which Roofing Comp Model Is Right for You?

Picking the right comp structure can make or break your roofing sales career, and I've seen too many good reps choose wrong based on flashy commission percentages instead of their actual situation.

Go commission-only if you're already a proven closer who can generate your own leads. Storm chasers and canvassing pros thrive here because they're comfortable with rejection and can handle those feast-or-famine cycles.

You need thick skin and enough savings to weather 2-3 month dry spells without panicking.

The independence factor is huge - if you hate being micromanaged or want to control your own schedule, commission-only gives you that freedom.

Just remember, with great freedom comes great responsibility for your own success.

Choose salary plus commission if you're switching careers or new to roofing sales. That learning curve is steep, and having guaranteed income while you figure out how to explain ventilation systems without confusing homeowners is invaluable.

Family obligations matter too.

If you've got kids, a mortgage, or other fixed expenses, that stable base salary removes a lot of stress from your sales conversations. You're not desperate to close every deal, which ironically helps you close more deals.

Retail and corporate environments usually favor salary-plus-commission anyway since they want long-term employees who'll invest in training and stick around.

The benefits package often makes up for lower commission percentages, especially health insurance costs.

Choose Commission-Only if:

• You’re a closer and confident self-generator
• You prefer independence and flexibility
• You want high income upside and can manage variable income
• You’re in a storm market or canvassing role

Choose Salary + Commission if:

• You’re new to sales or roofing
• You prefer stability and benefits
• You’re working in retail or corporate roofing
• You want income consistency over massive upside

Bottom line: match your comp plan to your risk tolerance and life situation, not just potential earnings.

Choose the Plan That Matches Your Season and Skill

There’s no one-size-fits-all in roofing sales. Commission-only can make you rich—or broke—fast. Salary + commission can build stability—but cap your climb.

Know your numbers. Know your personality.

And choose the plan that helps you win now—then renegotiate when your performance proves your value.