Q: How much should you pay a salesperson?
Three ways to simplify the answer here, especially in the early days:
- In the end, in base salary AND commission, most sales reps take home about 20%-25% of what they close in first year deal value. So if you model sums up to that or close, you are in the zone.
- You have to pay a living wage. No one in sales wants to work just for the fun of it. This may mean in the early days you have to pay out more than 20% of the deal size of the initial deals.
- You probably have to pay a competitive “OTE” (On Target Earnings), or base + bonus. Or else, they will do the same work at a company with a market OTE.
Back solve for these 3 points, and you’ll have the start of your first sales rep comp plan.
Published on January 14, 2020