How should I pay and find a commission salesperson for newsletter ads?
Short answer
A low base plus commission. I'd hire someone at $500 a month plus 25% tomorrow, and I've said I'd pay 50% commission-only on a brand that's making nothing. Look for proven outbound sellers from car sales or real estate, not closers who were handed leads. Recruit from your own readers and local network.
"If you're not individually the kind of person that's finding leads and able to close them, then find somebody who is. Hiring a salesperson for $500 a month plus 25% commission, I would do that tomorrow."
The biggest lever for local newsletter revenue is a hungry outbound seller. I struggle to find one because my network isn't local to most of my markets.
How should I structure the pay?
| Structure | When it fits |
|---|---|
| $500 a month base plus 25% commission | My default offer for a committed rep |
| 25% commission | What one operator paid a rep on her way to $25,000 a month |
| 50% commission-only | What I'm willing to pay on a brand that sells nothing today |
What kind of salesperson should I hire?
"Somebody who has proven outbound. Insurance is a problem sometimes because they just buy leads. You can't just be a closer when your boss buys you leads. You've got to generate your own."
Car sales, real estate and any job where they generated their own leads.
Where do I find one?
- Your own newsletter. One operator found her salesperson through her own newsletter. Readers already trust your voice. Her rep also handles social media.
- Social posts. Tell your audience you're hiring.
- Referral bonuses. Pay your local network something like 10% of what the person brings in.
- Indeed. Even a free posting. I think I'm good at writing job posts.
- Networking. I've interviewed a few newsletter salespeople without success, and I believe networking beats job posts.
What results have operators gotten with reps?
- One operator in Boise made very little for four and a half years, then hired a salesperson around 22 years old and hit $25,000 in a month.
- An operator on a call said a publisher hired a reader at $500 a month plus 25% and reached about $45,000 in one month in custom packages. I called that surprising, and it's unverified. One of that publisher's hires made about $7,000 to $9,000 a month.
- A commission rep on one of my city newsletters quoted a three-month feature plus one reel at $4,500, and the prospect didn't blink.
What do I teach a new rep?
Sell the placement, not "an ad." Newsletter readers are focused. Ad space is limited. The ad is at the top and there's no skip button. Then give them a prospect list: ask an AI for the highest-value local advertisers for your audience, and check who already advertises in the community paper.
One caution: sell it yourself first if you can. I learned that the hard way, as I explain in why I'd sell it myself first.
Answered by TJ Larkin. From calls with local newsletter operators and a commission sales rep in 2026. Other operators' results are as they reported them. Last updated .