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OTE is a promise — find the quota behind it.
Two sales offers with the same OTE can be wildly different jobs. What matters is the implied quota: variable pay ÷ commission rate. This calculator splits any offer into base and variable, derives the quota you would carry, and shows what you actually earn at 80%, 100%, and 120% of that number — the honest way to compare offers.
Anyone comparing sales offers uses this: the OTE headline hides the quota behind it, and implied quota (variable ÷ commission rate) is the number that decides whether the offer is good. Recruiters use it too — it is the fastest way to explain why their plan is competitive.
On-target earnings: base salary plus the variable pay you earn at exactly 100% of quota. A $70k base + $60k variable is a $130k OTE. It is not a guarantee — it is what the plan pays if you hit your number exactly.
Derive the implied quota for each. $60k variable at 5% commission means a $1.2M quota; at 3% it means $2M. The second offer requires 67% more sales for the same pay. Then ask what attainment the team actually achieves — a $130k OTE where the median rep hits 75% pays $115k in reality.
Common splits are 50/50 to 70/30 (base/variable) depending on role — higher base for longer, complex sales cycles; higher variable for transactional roles. A higher base percentage de-risks your income; a higher variable percentage pays more if you consistently overperform. The 80/100/120% earnings table shows both sides of that trade.