Stop Asking What the Top Guy Made — Ask What the Middle Made
Intel Brief
Six of seven reps missed quota and still went home with $190-210K because they had salaries. Run that same math at the Casino and you go home with nothing.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
And this is talking about W2 roles….like with SALARIES.
Six of seven reps missed quota… and STILL went home with 190 to 210.
Now run that same math down here at the Casino. Six of seven miss and they go home with nothing but a “you need more sales training” pep talk from a delusional founder.
The part he DOES get right is that most founders aren’t rigging this on purpose. Nobody necessarily sat down to lie on purpose. Because the math DOES make sense on paper.
But the number is wrong one to push because it’s not based on the majority.
If all this stuff happens, this is the OTE. Problem is if no one is actually ON TRACK. Then we’re getting derailed. Pun definitely intended.
Reps, don’t ask what the top guy made. That number is effectively IRRELEVANT.
Ask what the middle of the roster made. Ask what the last NEW rep made in months one, two and three.
Companies, stop being weird about what actual take home is. Take home is what lets reps KEEP their home.
Stay Humble, Hustle Hard.
Written by Zach Brown
1,100+ hires placed. 300 founders. Five years of reading people for a living. Need a sales hire?
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