Independent sales professionals include freelance sales reps, commission-only closers, outsourced appointment setters, manufacturers' reps, and fractional sales consultants. They invoice for retainers, hours, qualified meetings booked, and commissions on deals their clients close. Each invoice has to show how the amount was calculated, because the client is often paying a percentage of revenue they can check.
Create an invoice for payment collection
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Pay in sales usually mixes fixed and variable parts. Consultants and fractional sales leaders charge a monthly retainer or an hourly rate. Outsourced prospecting is billed per hour, per qualified meeting, or as a monthly package with a minimum number of dials or sequences. Reps and closers earn commission, usually a percentage of the contract value or of collected revenue, and often pair it with a smaller base or draw. Sales training and playbook work is normally a flat project fee or a day rate. Many solo sellers use a hybrid, for example a lower retainer plus a commission on closed deals. This protects them during long sales cycles and gives the client a reason to pay for results. Write down what counts as a qualified meeting, when a commission is earned, and whether it is paid on signed or collected revenue, before any invoice goes out.
| Service | Priced | Typical range |
|---|---|---|
| Sales consulting and strategy | per hour | $100-250 |
| Fractional sales leader or head of sales | per month (retainer) | $3,000-10,000 |
| Outsourced appointment setting or SDR work | per qualified meeting | $75-300 |
| Outbound calling or lead follow-up | per hour | $30-75 |
| Independent rep or closer commission | percent of deal value | 5-20% |
| Sales process, playbook, or script development | flat fee | $2,500-10,000 |
| Sales team training workshop | per day | $1,500-5,000 |
| Call coaching and pipeline review | per session | $100-300 |
Typical US ranges. Rates vary by region, experience, and job size.
| Description | Qty | Rate | Amount |
|---|---|---|---|
| Fractional sales lead retainer, June (pipeline management, weekly forecast, rep coaching) | 1 month | $4,500.00 | $4,500.00 |
| Qualified meetings booked with decision-makers (per agreed criteria, list attached) | 12 meeting | $150.00 | $1,800.00 |
| Call coaching sessions with two account executives | 4 hour | $125.00 | $500.00 |
| Commission on Harper Logistics annual contract ($24,000 signed 6/18, 8% rate) | 1 deal | $1,920.00 | $1,920.00 |
| Total | $8,720.00 | ||
Notes: Payment due within 15 days of invoice date. Commission is calculated on the signed contract value per the services agreement dated March 3. A late fee of 1.5% per month applies to balances past due. Accepted by ACH or check.
Retainers, meetings, and commissions often land in different periods, so the client needs to see which month each charge belongs to.
Clients dispute commissions more than any other line. Showing the math and the deal it came from prevents questions.
It ties the invoice to the agreed terms on earned versus collected revenue, clawbacks, and tail periods.
Per-meeting billing only works if the client agrees each meeting met the definition. Attach or reference the log.
Consulting and coaching hours need dates and short descriptions so the client can approve them quickly.
Separate reimbursables from fees so the client can see what was your cost and what was your pay.
If you take a monthly draw against commission, show the balance so both sides agree on what is still owed.
Retainers are usually billed at the start of the month and due in 7 to 15 days. Project work such as playbooks or training often takes 30 to 50 percent upfront. Commission invoices should go out as soon as the deal is signed or the client collects, depending on your agreement, and many sales contractors ask for payment within 15 to 30 days. Common late fees run 1 to 1.5 percent per month where allowed. ACH and check are the norm for larger commission payments, with card payments for smaller items. If you are paid on collected revenue, say so in writing so you are not waiting on a client's customer who pays late.
Write a one-paragraph definition of a qualified meeting or a closed deal into your agreement. State whether commission is due on signature, first payment, or full collection. Most sales billing fights start with an unwritten definition.
Send the commission invoice as soon as the trigger event happens, with the deal name, amount, and rate. Waiting weeks lets clients forget what was agreed or argue that the deal was not yours.
If a deal you sourced closes after your contract ends, you may still be owed commission. Specify a tail of 3 to 12 months on named accounts, and list those accounts when the engagement ends.
If your deals take 3 to 9 months to close, commission alone leaves you unpaid for a long time. A modest monthly retainer or draw keeps income steady and signals the client is committed.
Keep copies of emails, intros, and CRM activity showing your involvement. If the client's records and yours differ, you can back up your invoice.
Whatever your agreement says. Signed-contract commission is better for you, but many clients push for commission on collected revenue. If you agree to collected revenue, ask for a payment date within a set window after you invoice, so a slow-paying customer does not hold you up indefinitely.
Only if you are on an hourly or activity-based arrangement. If you are paid per qualified meeting, unsuccessful calls are your cost of doing business. Some contractors charge a lower hourly floor or a monthly minimum to cover prospecting effort.
Point to the written agreement and the deal records first. Send the contract date, deal value, your involvement, and the commission calculation. If the dispute continues, propose a short call to settle it before sending reminders or involving a lawyer.
It depends on the state and the service. Many states do not tax professional sales consulting or commissions, but some tax certain training, data, or software-related services. Check with your state revenue department or a tax professional.
Being paid on commission does not decide it. Classification depends on how much control the client has over your work, your tools, and your schedule, and the rules vary by state. If you work as a contractor, you typically invoice, pay your own taxes, and may receive a 1099-NEC from clients who pay you $600 or more in a year.
Send a Sales estimate for approval, then turn it into an invoice when the work is done.
Sales estimate template