How HVAC Sales Reps Get Paid — and What It Means for Your Wallet in Denver
When you call an HVAC company in Denver for a new heating or cooling system, the person you meet first is often a sales representative or comfort advisor. While they may have technical knowledge, their primary role is to sell — and their pay structure can have a big influence on the price YOU end up paying.
Common HVAC Sales Rep Pay Structures
1. Base Salary + Commission
Many sales reps earn a modest base salary, often in the range of $35,000–$50,000/year, plus a commission for each sale. Commissions typically range from 5% to 15% of the total sale price.
- Example: If you buy a $10,000 HVAC system and their commission is 10%, that rep earns $1,000 from your purchase.
2. Commission-Only
Some companies hire sales reps with no base salary — meaning 100% of their income comes from commissions. This can lead to more aggressive upselling because their paycheck depends entirely on closing big-ticket deals.
- Example: A commission-only rep selling $600,000 worth of systems in a year at a 10% commission would make $60,000/year.
3. Tiered Commission
In this model, the percentage increases the more they sell. This creates a strong incentive to push bigger, more expensive systems or add-ons.
- Example: 8% commission for sales up to $200,000/year, 12% for sales from $200,001–$400,000, and 15% beyond that.
Bonuses and Incentives
Many HVAC companies also offer:
- Performance bonuses for meeting monthly or quarterly goals
- Spiffs (small, instant bonuses) for selling specific brands or add-ons like extended warranties, air purifiers, or maintenance plans
- Travel or luxury prizes for top sellers
How This Impacts Denver Homeowners
While there’s nothing wrong with rewarding good sales reps, this system can influence recommendations. A sales rep paid on commission might:
- Recommend a bigger system than you need and why you need a Manual J calculation.
- Push higher-end models even if a mid-range option is perfect for your home
- Suggest add-ons you don’t really need
This is why it’s important to get multiple quotes when shopping for HVAC in Denver — especially if you’re looking for truly affordable options.
Tips for Getting a Fair Price
- Ask how the rep is compensated — A transparent company won’t hide this information.
- Request multiple system options — A good rep will give you choices, not just the most expensive one.
- Know your home’s needs — Insist on a Manual J calculation so you’re not upsold on size.
- Shop local — Locally owned Denver HVAC companies often have lower overhead and less pressure for high commissions, which can mean better prices for you.
Bottom line: HVAC sales reps in Denver are incentivized to sell you a more expensive system, not on providing you with the most affordable and appropriate system for your house. Knowing how they get paid helps you understand their motivations — and makes it easier to find affordable HVAC in Denver without sacrificing quality.
FAQ: HVAC Sales Reps and Affordable HVAC in Denver
1. Do HVAC sales reps in Denver work on commission?
Yes — most HVAC sales reps in Denver earn at least part of their pay from commissions. Some work entirely on commission, which can lead to higher-pressure sales tactics.
2. How much do HVAC sales reps make in Denver?
Income varies widely, but most companies pay 10% or more of the price of you system to the sales rep. Top sellers can make more, especially if they work for high-volume companies.
3. Does commission pay mean I’ll pay more for my HVAC system?
Yes. Commission structures encourage reps to recommend more expensive systems or unnecessary add-ons. This is why it’s smart to shop around for affordable HVAC in Denver from reputable, transparent companies. That's why we pay a flat sales commission that encourages our team to recommend the best system for each homeowner.
4. How can I protect myself from upselling?
Ask for a Manual J calculation, request at least three quotes, and compare system sizes, brands, and warranties side by side.
5. Are local Denver HVAC companies more affordable?
Often, yes. Locally owned HVAC businesses in Denver tend to have less corporate overhead and lower commission pressure, which can translate to better prices for homeowners.