Every once in a while, I see how businesses with traditional roots keep reinventing the wheel when it comes to sales compensation schemes. It’s a perennial debate—should we pay a percentage of sales, offer a fixed salary, cap commissions, or structure pay so that people work for results, not just a paycheck? These questions are a constant source of tension and innovation in business strategies.

What is OTE and How Does it Work?

In every corporation and successful grown-up startup, there’s a common formula that simplifies this complex issue. Salespeople, especially those in aggressive roles, have something called On Target Earnings (OTE). For instance, a decent enterprise salesperson in the States might have an OTE of $300,000. This figure is essentially the expected annual income if they meet their sales quota.

This OTE is typically split between a base salary and commission. Often it’s a 50/50 split, sometimes 60/40. So, for our example, the “salary” would be $150,000, with the remaining $150,000 being potential commission.

Achieving and Exceeding Quotas

When a sales quota is exactly met, the salesperson earns an additional $150,000 in commissions. What happens if they exceed their quota? That’s where accelerators kick in, offering a more aggressive commission rate on any sales beyond the target. This is a brilliant scheme because it’s predictable yet highly motivating. Salespeople are driven not only to meet but exceed their quotas, knowing that their compensation will increase significantly with every extra effort.

Why This System Works

The beauty of this system lies in its ability to be meticulously planned while also adapting to individual experience through OTE. There’s no need to reinvent compensation strategies when you have a method as straightforward and motivating as this. It avoids the pitfalls of constant restructuring, which often feels like walking through a minefield of rakes.

Commissions are typically paid out monthly or quarterly, rarely annually. A good rule of thumb for the quota mathematics to work is that they should be at least 4-5 times the OTE of the salesperson. In hardware companies, it might be double that due to higher costs, while software companies tend to stick to the 4-5 times guideline.

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