On-Target Earnings is base salary plus the commission you'd make at 100% of quota. See your OTE, your pay mix, and what you'd actually earn at any attainment. Runs in your browser.
Half your target pay is variable. At 100% of quota you'd earn $120,000, including $60,000 in commission.
OTE is what you make at 100% of quota, and more than half of reps land under it. The gap between your base and your OTE is decided one call at a time. James is an AI sales coach: record your calls, and it coaches the habits that close the gap.
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On-Target Earnings is simple: your guaranteed base plus the commission you'd earn at 100% of quota.
OTE = base salary + on-target commissionYour pay mix is how that splits. A 50/50 mix means half your target pay is guaranteed and half rides on performance. Attainment scales the variable half:
earnings = base + (on-target commission × attainment)This uses a straight-line model. Real plans often add accelerators above quota, so over-attainment can pay more than the line suggests.
Your base is $60,000 and your on-target commission is $60,000, so your OTE is $120,000 on a 50/50 mix. Now say you land at 80% of quota.
| Part | Math | Amount |
|---|---|---|
| Base (guaranteed) | $60,000 | |
| Commission at 80% | $60,000 × 80% | $48,000 |
| Actual earnings | $108,000 |
Missing quota by 20 points costs $12,000 here — the whole shortfall lands on the variable half. That's why the pay mix matters as much as the OTE headline.
Total pay at 100% of quota: base plus on-target commission. It's a target, not a guarantee.
The guaranteed part, paid regardless of performance. Everything above it is variable.
The split between base and variable, like 50/50 or 60/40. A heavier variable mix means more upside and more risk.
How much of quota you hit, as a percentage. On a straight-line plan it scales your commission directly.
On-Target Earnings: the total a salesperson earns at 100% of quota, combining guaranteed base salary and the commission earned at full attainment. It's the headline number in most sales-job offers.
No. Only the base is guaranteed. The commission half depends on hitting quota, and industry surveys consistently find that more than half of reps land below it in a given period. OTE is a target you earn toward, not a salary.
It depends on the role. Full-cycle and closing roles often sit near 50/50, while roles with less direct control over the deal lean more toward base, like 60/40 or 70/30. More variable means more upside and more risk.
Base salary is the fixed amount you're paid no matter what. OTE is base plus the commission you'd earn at 100% of quota, so it's always higher than base and only fully realized if you hit target.
No. Everything runs in your browser. Your figures never leave your device, and there's no sign-up.