Sales Policy Must-haves For Agencies

Why Your Agency Needs a Clear Sales Policy

Running a web design or development agency means managing client projects and team performance. A strong sales policy protects both your business and your sales team by setting clear expectations for compensation, behavior, and processes. Without documented guidelines, you risk disputes over commissions, inconsistent client experiences, and potential legal issues that can derail your growth.

Your sales policy should answer basic questions: How do team members earn commissions? What happens if a client cancels? Who owns the client relationship? Writing these rules down prevents misunderstandings and builds trust with your team.

Commission Structure and Payment Terms

Your commission policy needs specific numbers and timelines. Define commission percentages for different service tiers. For example, custom WordPress development might earn 10% while template-based projects earn 5%.

Include payment schedules in your sales commission agreement. Most agencies pay commissions after receiving client payment, not when contracts are signed. This protects your cash flow and accounts for clients who don't pay invoices.

Address split commissions upfront. If multiple team members contribute to closing a deal, your commission agreements should specify how to divide the payout.

Client Ownership and Territory Rules

Define how leads are assigned and who owns client relationships. Your sales commission policy should clarify whether salespeople keep commissions on recurring revenue or just initial projects.

Set territory boundaries if you have multiple sales team members. This prevents internal competition and duplicate outreach to the same prospects.

Include non-compete clauses in your commission sales agreement to protect client relationships if team members leave your agency.

Using Templates to Save Time

Starting from scratch wastes time. A commission policy template gives you a framework to customize for your agency's specific needs.

Your template should include sections for commission rates, payment schedules, cancellation policies, and dispute resolution. Add agency-specific details like service categories and team structure.

Review and update your templates annually. As your services and team grow, your commission structure may need adjustments.

Keep Documentation Current

Your sales policy works only if people actually follow it. Share the document with new hires during onboarding and have them sign acknowledgment forms.

Store policies in accessible locations like your project management tool or shared drive. When questions arise about commissions or client ownership, team members should find answers quickly without interrupting your workday.

A well-written sales policy reduces conflicts and creates accountability. Take time now to document your commission structure, and you'll spend less time mediating disputes later.