The numbers
Fixed salary
Base pay, before commission
$
Commission rate
What they earn on sales — leave blank for 10%
%
Tenure
Time in the seat so far
months
Quota expectation
What they
should
have sold by now
$
Reality
What they've
actually
sold
$
The damage
—
Lost revenue from hiring the wrong sales rep.
Your underperformer
Where they leave you, after salary, commission and the quota they've missed.
—
A solid hire (100% to goal)
Net revenue a rep who simply hits target would bank.
—
A quota crusher (150% to goal)
Net revenue a top performer smashing target would bank.
—
And the costs we can't even price
Managers babysitting instead of selling
Team morale taking the hit
Your best reps carrying the slack
Customers losing patience
Severance when it ends
Months lost backfilling the seat
Hire your next quota crusher