How to Negotiate Higher Commission Rates in Roofing Sales

In roofing sales, two reps at the same company can sell the same number of roofs—and walk away with wildly different paychecks.

Why? Because one negotiated, and the other didn’t.

"Commission doesn’t reflect your value—it reflects what you’re willing to accept."

If you’re tired of doing $150K months and only getting paid like you're doing $80K, this guide is for you. Whether you’re on a flat-rate plan or a tiered structure, your commission percentage is negotiable—if you know how to approach it.

Let’s break down how to prepare, position, and confidently negotiate higher roofing commissions without burning bridges or blowing your shot.

What You’ll Learn:

• What to prepare before asking for a commission raise
• How to build your case with performance metrics
• Scripts for bringing it up with your manager
• Common mistakes reps make when negotiating
• When to walk away if the offer doesn’t match your worth

Know Your Numbers Before You Negotiate

Too many reps walk into commission negotiations completely unprepared and wonder why they get shot down. The key to getting what you deserve? Come armed with solid data that shows exactly why you're worth more.

Build Your Case With Hard Numbers

Start by tracking your sales volume for the past 3-6 months minimum. Don't just say "I'm doing great" - show them you consistently hit $120K-$140K monthly when the team average is $80K.

That's the kind of proof that gets attention.

Your close rate is pure negotiating gold. If you're converting 25% of your leads while everyone else is stuck at 18%, you're literally making the company more money per lead.

Most reps never calculate this, but it's probably your strongest argument for higher compensation.

The Details That Matter Most

Know your average job size down to the dollar. Are you consistently closing $25K jobs while others average $15K?

Higher-ticket sales mean bigger profit margins for the company, which gives you serious leverage to negotiate better terms.

Here's the game-changer though - separate your self-generated leads from company leads.

If 60% of your business comes from your own networking, door-knocking, or referrals, you're essentially bringing free leads to the table. That's huge value most managers don't even realize.

Use your CRM reports or create simple spreadsheets to document everything. Print those numbers, highlight the wins, and present them professionally.

Data beats emotions every single time in these conversations.

Understand What Roofing Companies Value Most

Look, I spent way too long thinking roofing companies only cared about total sales volume. Once I figured out what actually keeps managers up at night, I started understanding how to position myself as more valuable.

They're Obsessed With Efficiency

High close rates are like crack to company owners. Why?

Because leads cost money - sometimes $200-$500 each depending on the market. If you're closing 30% while another rep only converts 15%, you're essentially cutting their lead costs in half.

That's real money they can see on their P&L statements.

Self-generated leads are even better. Every referral or door-knock conversion you bring in is pure profit because they didn't pay marketing dollars for it.

I've seen companies bend over backwards to keep reps who consistently bring their own business.

The Stuff That Really Matters Behind the Scenes

Clean installs might not seem sales-related, but trust me - companies value reps who set proper expectations and communicate well with production crews.

Less drama means fewer callbacks, warranty issues, and angry customers blowing up their phones.

Low cancellation rates are huge too. Nothing kills cash flow like jobs that fall through after contracts are signed.

If you're good at qualifying customers and avoiding buyers remorse, you're gold.

And consistent pipeline? That lets them forecast revenue and plan crew schedules months out.

Stability is worth way more than you'd think to business owners.

Build a Case Like You’re Pitching a Roof

When I coach reps on negotiating commission structures, I tell them the same thing I'd say about selling a roof - approach it like a professional business conversation, not an emotional plea.

Your manager doesn't care that you "really need more money." They care about ROI.

Position Yourself as an Investment

Start by framing this as a business discussion. "I'd like to talk about adjusting my commission structure based on my performance metrics" sounds way better than "I think I deserve more money."

You're not begging - you're presenting a case for why investing more in you makes financial sense.

Show them exactly how you stack up against the team. If you're closing 28% while the average is 19%, spell that out. "My close rate is 47% higher than team average, which means you're getting better ROI on every lead you give me."

Here's what really gets their attention though - tie your performance directly to their bottom line.

"My $150K monthly average generates roughly $22,500 in gross profit at your 15% margin. Bumping my commission from 8% to 10% costs you $3,000 but keeps a producer who's generating nearly $300K annually in profit."

Make It Easy to Say Yes

Be specific with your ask. Don't say "I want more money." Say "I'm requesting we move from 8% to 10% commission starting November 1st."

Give them something concrete to consider.

And timing matters. Maybe tie it to hitting certain benchmarks or after completing a solid quarter.

Commission Negotiation Scripts (Word-for-Word)

Alright, here's the part where most reps freeze up completely. Having the right words ready makes all the difference between sounding professional and stumbling through some awkward conversation that goes nowhere.

Getting the Meeting

Don't ambush your manager between appointments. Try something like: "Hey [Manager Name], I've been tracking my sales numbers and wanted to schedule a time to discuss my commission structure. I believe there's an opportunity for us both to win here."

That "opportunity for us both" part is key - it frames this as mutual benefit, not just you asking for more money.

The Performance Pitch

When you sit down, lead with your strongest numbers: "I've generated $350K in sales over the past 3 months, with a 40% close rate and low cancellation rate. Based on these metrics, I'd like to discuss moving my commission from 8% to 10%, starting next month."

Notice I didn't say "I think I deserve" or "I really need." Just facts and a clear request.

The Backup Plan

If they shoot down a straight commission bump, have alternatives ready: "If a commission raise isn't an option right now, would you be open to a volume bonus structure or tiered scale above $100K monthly?"

Sometimes they can't mess with base commission due to company policies, but they've got flexibility with bonuses or performance incentives.

Don't walk away empty-handed when there might be other ways to get paid more.

What NOT to Do When Negotiating Commission

I've watched way too many good reps torpedo their own negotiations by making rookie mistakes. Here are the biggest blunders that'll kill your chances before you even get started.

Avoid These Conversation Killers

Never walk in saying "I know Joe makes more than me" without actual proof. Managers hate gossip-based negotiations, and you'll just look unprofessional.

If you're gonna compare performance, use real numbers or don't bring it up at all.

And for the love of God, don't throw down ultimatums unless you're genuinely ready to find another job.

"Give me 12% or I'm gone" only works if you've got other offers lined up. Otherwise, you're just painting yourself into a corner.

Wrong Time, Wrong Place

Never try to negotiate in the break room or during team meetings. This stuff needs to happen behind closed doors where your manager can actually consider your request without looking weak in front of other reps.

Here's a big one - don't talk about how hard you work or how many hours you put in. Managers don't care if you're working 60-hour weeks if you're not producing results.

They care about close rates, volume, and profit. Period.

Don't Take No for an Answer Too Easily

When they hit you with "that's just our structure," push back professionally. Ask about performance bonuses, lead preferences, or timeline for reviews.

There's usually more flexibility than they initially let on, but you gotta dig for it.

How to Create Ongoing Leverage for Future Raises

Most reps think negotiation is a one-and-done thing. Big mistake. The smart play is building leverage continuously so you're always in position for the next bump.

It's like maintaining a roof - you don't wait until it's falling apart to do something about it.

Set the Stage for Regular Wins

Don't just ask for a raise and disappear. Set up quarterly or bi-annual performance checkpoints with your manager. "Let's review my numbers every quarter and see how I'm tracking."

This keeps you on their radar and shows you're focused on improvement, not just paychecks.

Keep detailed records of your trends over time. If your close rate jumped from 22% to 31% over six months, that's a story worth telling.

Managers love seeing consistent improvement because it means you're getting better at making them money.

Build Your Own Safety Net

Here's what really gives you power though - a solid pipeline of self-generated leads. When 60-70% of your business comes from your own networking and referrals, you become way harder to replace.

Plus, it gives you genuine leverage if they won't budge on compensation.

Get creative with win-win proposals. Maybe you take higher commission but only on jobs over $20K. Or you get bonuses for maintaining certain quality scores.

Show them you're thinking about their bottom line, not just yours.

The key is making yourself more valuable every quarter, not just asking for more money because time passed.

When to Consider Changing Companies or Roles

Look, loyalty is great and all, but at some point you've got to recognize when you're being taken advantage of. Too many talented reps stay stuck at companies that clearly don't value their contribution.

The Writing's on the Wall

If you're consistently crushing your numbers but management keeps giving you the runaround on compensation discussions, that's a red flag.

When you're closing 35% while the team averages 22%, but they won't even have the conversation? Time to start looking around.

It's especially frustrating when you find out other reps at your own company are getting better deals.

Maybe the new guy they hired is starting at 10% while you're still stuck at 8% after two years of solid performance.

That's not just unfair - it's stupid business on their part.

The Final Straws

Here's what really burns me up - companies that cut commission percentages while raising their prices to customers. They're literally making more profit per job while paying you less.

That's backwards thinking that'll catch up to them eventually.

And if your manager keeps "being too busy" to discuss your compensation or pushes meetings back month after month?

They're hoping you'll just give up and accept the status quo.

Bottom line: if your income stays flat despite your performance going up, you're subsidizing their growth with your talent.

Don't be afraid to test the market - there are companies out there who actually reward good salespeople properly.

Your Commission Is a Reflection of Your Standards

If you want to be paid like a top producer, you have to advocate like one. Negotiating a better commission isn’t just about the extra percentage—it’s about taking ownership of your value.

Track your numbers, lead with results, and ask with confidence. Worst case? They say no and you keep producing. Best case? You earn thousands more per month—without selling a single extra roof.

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