"Imagine further that the customer went bust before the end of the contract. Why should the salesperson have received their 5% up front? "
It is not part of the deal with his employer that the viability of a customers company affects bonuses unless its specifically written in the contract which would seem rather strange. Yes spread the payments but be they go bust or not, the commission is payable on the signed deal not the ability of the customer to pay.
Biting the hand that feeds IT
