How to tell what a sales role is realistically worth

OTE vs. base vs. commission

OTE means on-target earnings. It's what the company says you'll make if you hit their target, usually base plus commission added together.

Base is the part you get paid no matter what. Some roles include a base salary, but most pay is commission, and plenty of roles have no base at all.

Commission is the part you earn from what you close or book. It's where most of the money is, and it's the part that depends on leads, your skill, and the offer.

How to read advertised pay

When a post says "up to $20k a month," that's usually what the top reps make in a good month, not what a new rep makes in their first one. Look for a range. The low end is often closer to what you'll see while you ramp.

Check how big the company is. A company doing a few hundred thousand a month in revenue can support a sales team. A company that won't share any numbers is asking you to take a lot on faith.

Then do the math yourself. Ask how many calls a day you'll take, what share of them close, and what you earn per close. If those numbers don't add up to the OTE, the OTE is a best case.

Questions to ask before you say yes

• What's the comp plan, in writing? Base, commission rate, and any bonuses.
• What am I paid on? Cash collected, the full contract value, or only the first payment?
• Are there clawbacks? If a client refunds or misses a payment, do you lose that commission?
• Where do the leads come from? Inbound, booked by setters, or are you finding your own? How many a week?
• How long is the ramp? How long did it take your last few reps to hit target?
• When do I get paid? Weekly, every two weeks, or monthly, and how long after a deal closes?

Red flags

• A huge OTE and no straight answer about what reps actually made last month.
• Commission-only, and you have to find your own leads.
• They want you to pay for training, leads, or a "starter kit."
• Payout terms that stay fuzzy no matter how you ask.
• The same seat gets reposted every few weeks.

For the full list, see how to spot a bad remote sales offer.

This guide is general information, not a promise of earnings. Advertised pay is what a company posts, not what you'll earn, and results vary.