Performance Management System

Performance Management System: How Does Your Pay Mix relate to (OTE)?

A performance management system aids managers in monitoring and developing employee performance over time. These strategies help leaders develop their talent for peak performance while also ensuring that people are working productively toward synchronized organizational goals.

Effective performance management systems have characteristics that enable managers to continuously engage and encourage their workforce, minimize attrition, and improve corporate results.

Why Do You Need A Performance Management System?

The modern organization is dynamic, complicated, and faces new challenges. Innovation, communication, and adaptation are crucial for business success, while output and productivity are key metrics.  Performance management that is conducted on an annual, irregular basis is therefore no longer effective.

To capture real-time data and progress, top organizations now require a continuous approach to performance management that prioritizes ongoing performance conversations. To make performance management more continuous, almost 75% of firms have changed their approach. New-age workplaces need a modern performance management system to adapt, improve, and drive performance—rather than simply evaluating it.

To make sure that individual and team goals are met, the performance management system should assist in tracking important metrics and keeping tabs on employee performance. This is essential for removing obstacles and boosting productivity.

The performance management system must enable quickly and effectively evaluate an employee’s performance and results. The right system will facilitate the conversations that allow managers to provide feedback, understand the employee’s perspective, and create performance plans for the future.

Your performance management system should give you the tools to reward employees for their efforts. Leaders can inspire their teams to perform at their best in the future by giving proper appreciation.

What is OTE?

On-target earnings, sometimes known as OTE, is the compensation a sales professional can expect to receive if they meet their performance objectives (100% of their sales quota). OTE consists of a salesperson’s base pay as well as any additional commissions. It excludes payments made to employees for things like one-time bonuses, overtime pay, or perks. Salespeople can estimate their prospective commissions for a position using OTE.

Benefits of OTE

OTE has many advantages, one of which is that it keeps the salespeople engaged as they work toward meeting their quota. Incentives in OTE also encourage the sales employees to go beyond their comfort zones and keep them motivated.

By doing this, they increase sales productivity, which can further contribute to the growth of the business.

Read More: Optimizing Sales Performance Management by Implementing Sales Compensation Plans

How does OTE function?

The breakdown of an OTE is shown below.

Sales OTE is calculated as base pay plus commissions if the annual quota is met in full.

Executive OTE = Base salary + Bonus

OTE applies mainly to roles that are compensated based on their performance like Sales Executives, BDRs, CSMs, etc.

You have a gross salary for positions that are not performance-based.

There are three ways this can play out:

  • If quota attainment = 100% then Gross salary = OTE
  • If quota attainment < 100% then Gross salary < OTE
  • If quota attainment > 100% then Gross salary > OTE

How is OTE for Sales Calculated?

Let’s look at the OTE computation now that you have a basic understanding of on-target earnings.

1. Establish the base salary for your employee

Setting a basic compensation for your employees based on their positions is the first step. Make sure the rate is reasonable for the amount of work they perform. One effective method to arrive at the number is to look at the average base salary for the particular position in the industry you operate in.

2. Finalize the sales quota

The next step is to establish the quota that must be met for your employees to receive a commission. The standard is for quota to be 4–6 times OTE. But depending on the situation, this could vary. When defining your quota, you must strike the appropriate balance between making it tough but not too high.

3. Your commissions should align with your goals

In OTE, commissions are designed specifically to inspire your rep to fulfill a specific objective. For instance, you might want your sales team to boost monthly revenue or close more deals within a specific period of time.

Determine the commission rate based on how challenging these objectives are and how long it would take to accomplish them.

4. Add the base salary and commission

Once you’ve decided on the basic pay and the commission, combine them to get your OTE.

How Does Your Pay Mix relate to On-target earnings?

The pay mix is the ratio of base salary and commission, and this is what determines the OTE. Your base salary makes up 60% of your OTE if your pay mix is 60/40, and the remaining 40% is made up of the commission. You can decide on the pay mix after taking the following into account.

The Position

The salary structure for a sales representative and a sales manager will differ. In cases where the duties of some higher-level positions can change, you can raise the compensation mix.

Your Sales Cycle’s Length

Your sales representatives would require an extra push to remain motivated and engaged when you have a longer sales cycle. Therefore, in this instance, the compensation ratio must be larger. However, if your sales cycle is shorter, you can remain with a lower pay mix.

The Complexity of Your Product

You’d require subject matter specialists with in-depth expertise in your industry if your product is sophisticated. Therefore, in this case, you must offer a greater pay mix that will serve as motivation.


In the end, you would want your reps to advance your company. And OTE keeps them moving forward to accomplish the organization’s objectives. Use sales commission software to streamline your process as you determine the base pay and commissions for your salespeople. Increased transparency, fewer disagreements, and real-time rep earnings tracking are all benefits of using sales software.

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