In a large company, sales professionals, each have a quota to achieve each quarter (some monthly). The way their compensation is structured, nearly 60-70% of their total take home pay (On target earnings or OTE) is base and the rest is commission. For startups its usually 50% base and 50% commission if bootstrapped and 70% base, 30% commission if funded.
In larger companies since multiple sales people report to a manger, the manager’s quota (or target) is a combination of the individual sales reps times an achievement factor (usually less than 0.6 or 0.7). This ensures that even if 60-70% of the sales people meet their quota, the manager meets his overall quota.
Even if 30% of the sales people dont hit their target, the company might hit their quarterly revenue goals.
In a startup even if ONE sales person misses their target, the company, usually misses payroll.
Startup sales people are not responsible for revenue, they are responsible for payroll in most cases.
Startup sales people are evangelists, hustlers and relationship builders all in one.
If you find one of these sales people, dont ever let them go.