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How Much Will Your Reps Make? Everything You Need to Know About On-Target Earnings (OTE)

Salesforce

It’s nearing the end of Q4, and your team has met their sales quotas — maybe even exceeded them. If your team is paid based largely on commissions, OTE will change depending on quota and likely quota attainment. And if they exceed the quota, they could make even more. Imagine this.

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What Is Lead Qualification and How Does It Work?

Salesforce

Reps spend only 28% of their week actually selling, according to the State of Sales Report. At the end of the day, lead qualification can make the difference between quota attainment and lagging sales. You can email or cold-call prospects, but many salespeople also use LinkedIn. Usually, that’s large enterprises.