← The sales analytics libraryPractice · 17 questions →
Quotas & compensation
On-target earnings
A rep's total pay at exactly 100% of quota: base salary plus target variable. The pay mix is the split between the two.
Owned by: Sales analystTest band: Sales analyst
The formula
OTE = Base salary + Target variable
In practice
A 50/50 mix is common for new business; 70/30 or safer for account management. The mix sets how much the plan actually motivates.
The kind of thing the test asks
- A rep has an $80k base and a $80k target variable. OTE is…