How much to pay a closer and a setter
10% for the closer, 5% for the setter: that is the most published split in 2026. We collected all 64 open offers on a closer recruitment marketplace to see what moves those rates, and what almost no offer spells out.
What percentage should a closer get?
10%. That is the rate in 16 of the 31 offers that show one for a closer, one in two. None goes lower.
The number is not picked in isolation, though. It follows the price of what the closer sells: the lower the ticket, the higher the percentage, because it takes more sales to earn the same amount. In the offers, the pattern is clear.
Ticket under €1,500
20% median, across 8 offers. Five pay 20% or more, up to 50% for a €300 software product the rep prospects alone.
Ticket from €1,500 to €3,000
12% median, across 11 offers. Nine sit between 10 and 15%, a single one reaches 30%.
Ticket above €3,000
10%, for seven offers out of eight. This is classic high-ticket closing: coaching, education, business services.
One other factor keeps coming up in the listings: who finds the prospects. When the closer has to prospect alone, the rate doubles or triples, up to 30%, and 40% for a role that runs from first contact to signature.
The offers were published in euros by French-speaking teams. Percentages travel across markets; the ticket brackets are worth converting before you compare.
And how much for the setter?
5%, when the setter books calls for a closer. Six setter offers out of thirteen sit between 5 and 7%.
Higher rates exist, 10, 25, even 30%. But reading the listings, they almost always describe a different job: a setter who prospects with no closer behind them, or who closes the small deals themselves. Different work, different rate.
Cold callers sit in between: 9 to 20% for six offers out of eight. A call booked cold takes more effort than one that arrived through an ad.
Added together, closer and setter cost around 15% of the sale price on a high-ticket offer. On a €3,000 instalment, it looks like this.
Each cut is calculated when the instalment arrives.
Should you add a base salary?
Almost nobody does. 59 of 64 offers are commission only. The ones that add a base pair it with a low rate: €100 a month and 5% for a setter, €901 and 10% for a closer, €1,500 and 10% for a DM setter.
The other kind of base is the per-call bonus, for setters and cold callers: €15 to €50 per booked or qualified call, sometimes with €600 a month for three hours of dialling a day. It pays for volume, where commission pays for results.
On very small tickets, some replace the percentage with a flat amount per sale: €100 for a €249 sale. It reads more clearly to the rep than a 40% rate, and it is easier to check.
When is the commission due?
This is the question the offers forget. Out of 64, only four say when the rep earns their cut. The rest give a percentage without saying when it kicks in.
Yet a €6,000 sale paid in three instalments, with a closer on 10%, gives three very different results depending on the rule.
At signature
€600 owed the day the client signs. If only the first instalment arrives, €600 was promised for €2,000 received, and €400 has to come back from someone who thought it was earned.
On the first payment
€200 on the first payment, nothing on the next two. This is the rule in two of the four offers. Simple to calculate, but the closer has no reason left to care about what happens next.
On each instalment
€200 each time the client pays, €600 in total if everything arrives. An instalment that never comes triggers nothing, and there is never anything to claw back. The fairest rule, and the heaviest to track by hand.
There is no wrong answer, mostly a missing one. A closer who believes they are paid at signature and an owner who pays instalment by instalment are both right in their own heads. They find out they disagree the day the first instalment is late.
If you track everything in a spreadsheet, our guide to commissions in Excel gives the formula that only triggers a cut when each instalment arrives.
What your offer should spell out
The rate is not enough. Five lines prevent most end-of-month disputes, and three of them are missing from almost every offer we collected.
The rate, role by role
One rate for the closer, one for the setter, and what happens when the same person does both on a deal.
When the cut is due
At signature, on the first payment, or on each instalment. Four offers out of 64 say so.
Refunds
If the client is refunded, is the commission clawed back or kept? None of the 64 offers says.
The payout date
Weekly or monthly, and on which day. No offer says this either, even though it is the date the rep is waiting for.
What the rep can check
Their deals, what their clients paid, what they have already received. Without that detail, every month end runs on trust.
That last line is what Pifr keeps for you: each instalment received calculates everyone's cut, and each rep sees their own without seeing anyone else's.
What these numbers do not say
They show what recruiters advertise, not what they pay. The 64 offers come from a single French-speaking marketplace, MyCloser.io, collected on 10 September 2026 and published between 3 July and 9 September. They lean towards coaching, education and business services, and each recruiter fills in their own rate and ticket. It is a snapshot of the market, not a study. We will run it again.
Frequently asked questions
What commission percentage should a closer get?
10% is the most published rate: 16 of the 31 offers that show a closer rate, collected in September 2026. It rises as the ticket falls: a 20% median under €1,500, 12% between €1,500 and €3,000, 10% above €3,000.
What percentage should a setter get?
5% when the setter books calls for a closer, and more broadly between 5 and 7%. Rates of 10% and above almost always describe a setter who prospects alone or closes the small deals themselves.
Should a closer get a base salary?
Rarely: 59 of 64 offers are commission only. The published bases range from €100 to €1,500 a month and come with a low rate, 5 or 10%. For setters and cold callers, the base usually takes the form of a €15 to €50 bonus per booked call.
When is a closer's commission due?
It has to be written down, and only 4 of 64 offers do it. Three rules exist: at signature, on the client's first payment, or on each instalment as it arrives. The last one is the only rule that follows a payment plan without anything to claw back later.
What happens to the commission if the client is refunded?
None of the 64 offers says. You can claw back the commission or leave it with the rep, since the sale was made. The second option keeps good closers. Either way, deciding after the first refund costs more than writing it down before.