why outsource
Jun 6, 2024
3 min
Julien de Vonarkha-Varnak Director Global Sales

Exploring Payment Models in B2B Sales

The evolution towards 100% pay-for-performance

Traditionally, payment structures in B2B sales have been diverse, ranging from fixed fees to variable payment models. However, with the evolving demands of the market and the increasing emphasis on results-driven partnerships, a paradigm shift is underway toward more performance-centric payment models, notably the 100% pay-for-performance model.

payment models

Traditional Payment Models

Before delving into the innovative realm of performance-based payment models, it's essential to understand the traditional structures that have long been prevalent in B2B sales outsourcing.

Fixed Fee Model: In this model, clients pay a fixed amount for the services rendered by the sales partner. While offering predictability in costs, this model may not incentivize the service provider to deliver exceptional results, as their compensation remains unaffected by performance metrics, and the entire financial risk is with the client.

Risk Sharing Model: Commonly used in the sales industry, this model involves a base fee per deployed headcount and an achievement-based component. While incentivizing the provider to drive results, it may lead to conflicts of interest as the majority of the financial risk stays with the client, and the focus might shift towards short-term gains rather than long-term partnerships.

The Rise of Performance-Based Payment Models

Amidst the quest for greater accountability and value-driven partnerships, performance-based payment models have gained traction in B2B sales services. These models align the interests of both parties by linking compensation directly to measurable outcomes and milestones. One such innovative approach is the 100% pay-for-performance model.

Understanding 100% Pay for Performance Model

In a 100% pay-for-performance model, the outsourcing provider receives compensation solely based on achieving revenue. Unlike traditional models, where payment is irrespective of outcomes, this approach ensures that the service provider's remuneration is directly tied to the value they deliver to the client.

Key Features and Benefits

  1. Risk Mitigation: For clients, the 100% pay-for-performance model minimizes the risk associated with service investments. They only pay for generated revenues, incentivizing the service provider to optimize their strategies and tactics for maximum efficacy.
  2. Alignment of Interests: By aligning compensation with generated revenue, this model fosters a shared goal between the client and the service provider. Both parties are motivated to collaborate closely toward achieving mutually beneficial objectives, leading to stronger partnerships and outcomes.
  3. Focus on Value Delivery: With payment contingent upon the attainment of turnover, service providers are compelled to prioritize activities that directly contribute to the client's success. This results-oriented approach ensures that resources are allocated efficiently towards activities with the highest potential for impact.
  4. Continuous Improvement: The performance-based nature of this model encourages ongoing optimization and innovation. Service providers are incentivized to constantly refine their strategies, adapt to market dynamics, and explore new avenues for growth, driving sustained value for the client.

Implementation Considerations

While the 100% pay-for-performance model offers compelling advantages, its successful implementation requires careful consideration of various factors:

  1. Defined Business Case: Working jointly on a business case before entering this partnership is imperative. Including industry assumptions and evaluated historical data to define a clear road map for evaluating performance and compensation.
  2. Transparent Communication: Open and transparent communication between the client and the service provider is essential for setting expectations, aligning goals, and fostering trust. Clear contractual agreements outlining the terms of the arrangement are crucial to avoid misunderstandings.
  3. Handing Over Full Ownership: Clients entrust the service provider with complete ownership of the assigned process. By doing so, they place complete confidence in the provider's expertise and capabilities to deliver the expected results. This approach ensures that the provider has the autonomy to manage and optimize the process effectively, leveraging their specialized skills and knowledge to achieve the best outcomes.
  4. Flexibility and Adaptability: Given the dynamic nature of business environments, the payment model should allow flexibility to accommodate changes in priorities, market conditions, or strategic objectives.


As businesses navigate the complexities of B2B sales outsourcing, the choice of payment model emerges as a critical determinant of success. While traditional models provide stability, the shift towards performance-based models, exemplified by the 100% pay-for-performance approach, reflects a growing emphasis on accountability, value creation, and partnership alignment.

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Julien de Vonrkha Varnak
Julien de Vonarkha-Varnak
Director Global Sales

With his vast experience in the sales and Inside Sales industry, Julien is globally acquiring new customers and winning projects for Salescode. Mostly engaging in high headcount project bids, he is the first wave of expertise, when working with Salescode. Knowing all global markets he is our go-to-professional for strategy and structure to generate value for our clients.

Click here to connect with Julien on LinkedIn.

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