Article · 8 min read

What you need to know about a company before accepting a sales job

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Shorter and blunter than a full diligence list, and it focuses on the comp plan itself: how pay is actually calculated and what realistic attainment looks like, which is where most bad offers hide. Good as the version you can read on the way to the interview.

• About 80 percent of reps hitting their number is the sign of a sanely set quota.
• Ask what percentage of reps hit quota in the past six months before trusting the quoted OTE.
• High turnover usually means the goals are unrealistic or the support is missing.
• Ask who the top performers are and which traits they share.