A sales agent is someone authorised to sell a company’s products or services to customers. The term itself is broad and can apply to different working arrangements, ranging from salaried employees to independent, commission-based sales agents.
In B2B and commission-only sales environments, the term “sales agent” most commonly refers to an independent sales agent who operates as a self-employed contractor rather than an employee. In this context, sales agents are paid for results, not hours, and are often responsible for managing their own sales activity.
What sales agents do
Sales agents act as the commercial link between a company and its customers. Their responsibilities typically include:
Identifying and qualifying potential customers
Presenting products or services in a way that aligns with customer needs
Managing sales conversations and negotiations
Closing deals or guiding prospects through the buying process
Maintaining long-term client relationships
The exact scope of a sales agent’s role depends on the industry, deal size, and sales model, but the focus is always on generating revenue.
Sales agent vs employee
Sales agents can be employees or independent contractors, depending on how the role is structured.
Employee sales agents (W-2 in the U.S.) work directly for a company, receive a salary (often with commission), and operate under direct management.
Independent sales agents, by contrast, typically work as 1099 contractors. They manage their own schedules, may represent multiple non-competing companies, and are compensated primarily or entirely through commission.
Sales agents in independent and commission-only sales
In independent sales networks, sales agents usually operate as self-employed professionals who build portfolios of complementary products or services. Rather than relying on a single employer, they create multiple income streams by selling to the same customer base across different offerings.
This model is common in:
B2B sales
Manufacturer representation
Outsourced and commission-only sales
Territory or channel-based selling
For companies, working with independent sales agents offers a flexible, performance-based way to grow without the fixed cost of hiring full-time staff. For agents, it provides autonomy, earning potential, and long-term career flexibility.
Platforms like CommissionCrowd help formalise these relationships by connecting companies with experienced independent sales agents and supporting clear, commission-based partnerships.