Wouldn't it make sense to estimate what you feel his total salary would be worth, say $70,000. Then you look at the base salary he makes, maybe $50,000. Then look at what an average number of sales would be in a year and set the commission so that he could make up the extra $20,000 in an average year. If he is able to generate more business, he gets more than the $70,000. If he doesn't then he is less than the $70,000.
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