Sales Math Library
The arithmetic behind the checks, shown step by step. The math needs no source; every benchmark has one, and anything that's my own experience says so.
How much pipeline do you actually need?Coverage is one divided by your qualified win rate. 3X assumes you win a third.ReadWhat your quota-to-OTE ratio really saysQuota ÷ OTE is your variable share divided by your commission rate. It is a pay rate in disguise.ReadWhat a discount really costs you and the companyCommission falls at the rate of the discount. Margin falls faster, because cost does not move.ReadWhy your commission check is smaller than the mathSeparately paid commissions are withheld at a flat 22% federal, before payroll and state taxes.Read
Coming when I find data I trust: federal sales-cycle lengths by agency and contract vehicle.
