Draws Are the Future of High-Ticket Hiring
Intel Brief
A draw is the same promise as OTE, but with REAL money behind it — a drawbridge that stays down while the rep hits activity KPIs.
Zach Brown
Founder, Sales Pipeline Pros
Operator Note
I’m pushing “draws” so much harder now in my hiring conversations with biz owners. Here’s why.
Faith in “income potential” and “OTE” is collapsing, and rightly so. Those claims cost a company nothing to make. Anyone can type $200k OTE into a job post.
A draw, however, is that SAME promise, but with REAL money behind it.
And no, draws aren’t “free money.” They’re a BRIDGE.
A draw, put simply, is an advance against commission that carries a rep from ramp…to run rate. From DAY one, to the day their own pipeline pays them like the closer they are.
And speaking of bridge, to be clear, it’s a DRAWbridge, not a regular one. It’s only down while they’re hitting the activity KPIs. Miss the numbers and the bridge goes up. Do not pass go, do not collect $200.
The churn problem in this space doesn’t get fixed until the offer changes. Hell or high water, we WILL get to the point where a draw, even a temporary one, is as standard as “10% on $10k” is today.
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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