Breaking into six figures in roofing sales isn’t about luck. It’s about knowing how to close the right deals, using your time strategically, and building repeatable systems that generate consistent income month after month.
If you’ve been grinding it out, knocking doors, following storm paths, and wondering why other reps are pulling in big numbers while you’re stuck chasing callbacks—it’s not about hustle. It’s about structure.
The truth is, most roofing sales reps don’t make $100K a year. They fall into feast-or-famine cycles, working long hours but with inconsistent results. The ones who do hit six figures? They’ve dialed in their process. They’re organized, intentional, and relentlessly focused on lead quality, closing strategy, and long-term relationships.
This guide pulls together insights from real high-performing sales pros who consistently hit and exceed the $100K mark. Whether you’re brand new to the industry or trying to break through a plateau, these are the exact habits, tools, and techniques that separate average from elite.
If you’re serious about learning how to make 100K in roofing sales, you’re in the right place.
What 100K in Roofing Sales Actually Looks Like
Let’s get clear on the numbers. Saying you want to make $100K sounds great—but in roofing sales, what does that actually mean? Before you can hit a target, you need to understand what you’re aiming at.
The average roofing sales commission varies depending on the company, the pricing model, and the types of jobs you’re closing. On the low end, you might make 5–8% of the total contract. On the high end—especially if you’re selling retail or working with higher-margin projects—you could see commissions closer to 10–15%.
Let’s say you earn $1,500 per job on average. To reach $100,000 in commissions, you’d need to close about 67 deals per year—or roughly 5 to 6 per month. If your average is closer to $2,000 per job, you’re looking at around 50 annual closes.
These numbers aren’t out of reach—but they don’t happen by accident. Reps who consistently hit six figures in roofing treat sales like their own business. They track every lead, improve every pitch, and make data-driven decisions about where to spend their time.
It’s not just about how many doors you knock. It’s about how efficiently you move someone from curious to closed—and how well your systems support that journey.
Why Top Earners Focus on Lead Quality, Not Just Quantity
There’s a big myth in roofing sales: the harder you grind, the more money you’ll make. But the reps bringing in over $100K a year aren’t just out there knocking the most doors—they’re working the right leads.
High earners understand that not all opportunities are created equal. Chasing low-quality leads—cold lists, unqualified door-knocks, or dead insurance claims—burns time and energy. Worse, it kills momentum. That’s why six-figure sellers focus on sourcing leads that are warm, timely, and high-intent.
Storm leads are one obvious path. Homeowners dealing with recent hail or wind damage are much more likely to convert quickly, especially when guided by a rep who knows how to navigate the insurance process. But that’s just one piece of the puzzle.
Referral leads, past customers, HOA partnerships, and online inquiries from platforms like Google are often even more valuable. These people are already looking for help—they just need someone they trust.
Reps who thrive long-term know where their best leads come from, and they double down on those sources. They’re not knocking every door—they’re knocking smarter.
If you’re trying to figure out how to make 100K in roofing sales, it starts with asking better questions about where your time is going and which leads actually turn into income.
How the Best Reps Structure Their Pitch to Close More Deals
The gap between a $60K rep and a $100K+ rep isn’t just the number of leads—it’s what they do when they’re face-to-face with a homeowner.
Top roofing sales professionals don’t wing it. They follow a repeatable structure that builds trust, creates urgency, and makes the decision feel easy. It’s not about being slick or pushy—it’s about knowing how to guide someone through a stressful, unfamiliar process with clarity and confidence.
It starts at the door or first call. The best reps immediately establish credibility. They explain who they are, why they’re there, and what the homeowner can expect. They listen more than they talk. They look for signs of concern—leaks, granule loss, old vents—and offer to take a look, no pressure.
During the inspection review, they shift into educator mode. They explain what they’re seeing, how it affects the home, and what needs to happen next. They use photos or video when possible. This is where they separate themselves from the “just another roofer” crowd.
When it’s time to talk numbers, they’re confident—not cagey. They walk through options, explain financing or insurance timelines, and end with a clear ask. Top earners don’t just wait for the customer to say yes—they ask for the business.
This level of control and confidence doesn’t just close more deals—it builds a reputation. And in roofing, a good reputation feeds your pipeline with better, warmer leads.
Handling Objections and Following Up Like a Pro
Every roofing sales rep hears objections. The difference is that top earners expect them—and they’re ready with the right response.
When a homeowner says, “I need to talk to my spouse” or “We’re getting other estimates,” a $100K rep doesn’t flinch. They know these are stalls, not stop signs. Instead of backing off, they lean in with calm, practiced responses that keep the conversation alive.
They don’t argue or pressure. They acknowledge the concern, offer clarity, and create urgency by framing the risks of waiting—like additional damage or rising material costs. If it’s a pricing objection, they confidently explain the value: materials, craftsmanship, warranties, and reputation. They don’t race to the bottom—they sell trust.
But where most reps drop the ball is what happens after the first meeting.
The best roofing salespeople follow up with precision. They don’t rely on one text or a voicemail. They build a simple follow-up system: a quick thank-you text that same day, a phone call a day later, and a reminder three to five days out. If the homeowner still doesn’t move forward, they schedule a reinspection or a second conversation to stay top of mind.
It’s not about being pushy—it’s about being present.
If you’re serious about learning how to make 100K in roofing sales, master the art of the follow-up. It’s the easiest place to double your deals without chasing more leads.
Tools That Give Top Reps an Edge
Ask any six-figure roofing sales rep how they stay organized, and they’ll tell you—they don’t rely on memory. They rely on tools.
High earners treat their day like a sales engine, and every part of that engine needs to be trackable, efficient, and consistent. That starts with a solid CRM. Whether it’s JobNimbus, AccuLynx, or another platform, the pros use it to manage every lead, track every quote, and follow up without missing a beat.
They also use digital tools to speed up their process. Roof measurement software like EagleView or Hover saves time, improves accuracy, and adds professionalism to their proposals. When you can show a homeowner a clean report and a detailed plan within minutes, you instantly build trust.
Presentation apps, virtual estimates, mobile contract tools—they’re not just for show. They help you close faster, especially when you’re not the first contractor through the door.
Then there’s scheduling, call tracking, and automation. Top reps use tools that send reminder texts, confirm appointments, and even request reviews post-job. They automate the small stuff so they can spend more time selling.
These tools aren’t expensive. They’re investments. And the reps earning $100K and beyond don’t see them as optional—they see them as required.
The Power of Personal Branding in Roofing Sales
Most roofing reps blend in. The ones making $100K? They stand out—and not just because of their numbers. They’re building a personal brand that earns trust before they even step on the porch.
In a relationship-based industry like roofing, homeowners aren’t just hiring a company. They’re hiring you. And the more visible, credible, and familiar you are in your local market, the easier it becomes to close deals without starting from scratch every time.
That starts with consistency. The best reps wear branded gear. Their business cards match their social profiles. They show up in Facebook groups, leave helpful comments, and share photos of finished jobs (with the homeowner’s permission). They ask for reviews that mention them by name—not just the company.
When people in your community start recognizing your name and associating it with professionalism and results, everything changes. Referrals come easier. Appointments are warmer. Resistance goes down.
Think about your online footprint. When someone Googles you, what do they find? Do your reviews, listings, and digital presence reflect the kind of pro who’s worth a premium quote? If not, that’s a missed opportunity.
Top reps know this isn’t just about selling roofs—it’s about being the go-to name in your territory. Personal branding turns “just another salesperson” into a trusted local expert. And experts don’t have to chase as hard—they attract.
Why the Right Company Makes All the Difference
You can have the best pitch, the strongest follow-up, and the sharpest tools—but if the company behind you is dropping the ball, your six-figure goal gets a lot harder.
Top roofing sales reps don’t just sell well—they work for companies that deliver on what they promise. Fast, high-quality installs. Clear communication with homeowners. No surprise delays. Paid on time, every time.
That kind of support makes a huge difference when you’re trying to scale your income. Why? Because it protects your reputation. If the production side of the business runs smoothly, your customers stay happy, your reviews stay strong, and your referrals keep flowing.
It also affects your time. When the office handles permits, supplements, scheduling, and collections efficiently, you’re freed up to focus on what actually moves the needle—selling more jobs. That kind of backend system is often the hidden factor behind the reps who consistently earn over $100K.
Bonus: great companies often provide strong marketing support, local leads, and ongoing sales training. That infrastructure can shave months—or even years—off your learning curve.
If you’ve hit a ceiling, ask yourself: are you the problem, or is your platform limiting your growth? For many roofing sales reps, switching to the right team is the biggest income leap they’ll ever make.
Wrap Up: Your Roadmap to 100K in Roofing Sales
If you’ve made it this far, one thing should be clear—earning six figures in roofing sales isn’t reserved for a lucky few. It’s a formula. It’s math, mindset, and execution.
You don’t have to reinvent the wheel. The path is already well-worn by top performers who’ve figured out how to make 100K in roofing sales without burning out or guessing their way through every appointment.
Start by understanding your numbers. Know how many deals you need to close each month—and what your average commission needs to be. Focus on high-quality leads and stop wasting time on dead-end prospects. Refine your pitch until it’s second nature. Handle objections without flinching. And follow up like it’s your full-time job—because it is.
Use tools that make you faster, sharper, and more reliable. Build a brand that earns trust before you even knock. And if your current company can’t support your goals, don’t be afraid to find one that can.
$100K in roofing sales isn’t just possible—it’s absolutely within reach if you commit to the process.
Ready to level up your roofing sales career? Whether you’re looking to sharpen your strategy or get better leads, now’s the time. Contact BuildPro Media today and take the first step toward your six-figure future.