Working as an independent sales representative involves juggling specific legal, administrative and commercial issues. This article takes a look at the legal framework of the profession, the various possible statutes, and the best practices and tools for structuring and developing your business effectively.
Status and legal framework
A sales representative, commonly known as a “commercial agent”, works on behalf of a principal (company, brand).
Article L134-1 of the French Commercial Code defines it as follows:
Asales agent acts on behalf of a principal and earns a commission on the sales revenue generated by his or her sales.
In France, although there is no real census, there are almost 30,000 independent sales representatives, who, with the exception of exclusive agents, simultaneously represent several principals. This is why they are commonly referred to as multi-cartes.
Each agent is registered or must register with the RSAC(régime spécial des agents commerciaux) at the Registrar’s Office (Greffe du Tribunal de commerce), in order to operate legally. Registration costs around €25. Subsequently, you must acquire a status in order to carry on your business. There are several types of status:
- Self-employed: the ideal way to get started, thanks to a quick and easy set-up. Several options are available:
- Micro-entreprise: ultra-simplified system, with no need to set up a company, and social charges calculated on actual sales revenue (around 22% via URSSAF). The sales revenue ceiling is set at €77,700 excl. tax/year (value 2025).
- EI (Entreprise Individuelle) : allows you to exceed the micro-business limits while retaining a flexible structure. Since the 2022 reform, personal assets are automatically protected, offering greater legal security for the entrepreneur.
- EURL or SASU: these forms are ideal for those wishing to structure their business more closely, welcome a long-term partner, increase their sales revenue or strengthen their credibility with major principals. They offer aclear separation of assets and greater legal visibility.
- Company (SARL, SAS, etc.): recommended for agents in a development or expansion phase. This framework facilitates access to financing, limits liability and makes it possible to considerhiring employees or developing into a structured sales agency. This choice involves taking several parameters into account:
- Applicable tax regime (BIC or BNC)
- Social security contributions (URSSAF)
- The level of legal responsibility
- The ability to employ or develop the structure
The contract: the cornerstone of the agent/client relationship
Among the essential elements of the profession, the commercial contract occupies a central place. It must provide a precise framework for the relationship between the agent and the principal, specifying in particular :
- The business territory covered and its scope (geographical areas, products, brands, objectives),
- The commission rate and remuneration terms and conditions,
- Contract duration, renewal and termination conditions.
This contract formalizes all the legal obligations of both parties. It secures the commercial relationship, avoids disputes, and provides a clear reference in the event of disagreement.
Before signing a contract, the sales representative must :
- Register your business with the RSAC, as a BNC or BIC, depending on the status you choose,
- Pay contributions via URSSAF,
- Professional liability insurance,
- Accounting and tax management: invoicing, VAT, etc.
Find the right remunerative mandates to structure your business properly
Once the business has been legally established, the next strategic step is to seek out mandates. This requires method, rigor… and often a lot of time.
Common difficulties?
- Unattractive mandates,
- Ineffective prospecting and difficulty in finding the right contacts,
- Unreliable information.
To increase efficiency, it can be useful to use an intermediary to find the mandates best suited to your field and territory of representation. This is particularly true of the Karavane platform, which provides access to :
- Serious mandates adapted to your geography and business sector,
- Accelerated job placement (contact platform, contract template),
- Considerable time savings: no need to look for new partners, so you can concentrate on your core business: selling.
- Secure your commissions with the sales declaration tool.
Structuring your daily life as a sales representative
Once the mandates have been signed, the sales representative has to structure his activity to remain efficient on a daily basis. Between managing contacts, organizing rounds, tracking prospects and coordinating several brands, information accumulates quickly – and can easily get scattered. This is where a CRM (Customer Relationship Management) becomes a key tool for managing your entire customer portfolio with method and visibility.
There are many CRM applications on the market today. Moovago, an application specially designed for independent sales representatives, stands out for its intuitive interface and functionalities optimized for use in the field. It enables you to :
- Centralize all your contacts (customers, prospects, principals) in a single, clear interface,
- View your portfolio on a map, in real time, to optimize your rounds and avoid unnecessary travel,
- Manage multiple brands simultaneously, thanks to intuitive portfolio segmentation,
- Secure your entire business, with a complete history of exchanges and RGPD compliance.
By combining time-saving, organization and data security, Moovago becomes a true co-pilot in the management of your independent agent business.
The last 3 points to check before taking the plunge.
- Professional liability insurance: essential to cover all the risks associated with your business,
- Take a close look at non-competition clauses: in many cases, a principal may refuse to allow you to add a competing product to your portfolio,
- Manage your expenses and possible deductions: adapt to your legal status.
Being a sales representative means being independent… but never alone. This profession offers great freedom of action, but requires a structured framework, solid mandates and effective tools for lasting success. By knowing their rights and obligations, and the best practices of the profession, each agent can build a sustainable and controlled business, in complete autonomy.
