Sales commission calculator

Commission = revenue closed × commission rate. A rep at 8% who closes €40,000 in a month earns €3,200 in commission on top of base salary. It is the most readable plan, and readability is precisely what makes a plan motivating: a rep should be able to recalculate their pay in their head.

OTE (On-Target Earnings) is total compensation at 100% attainment: base + target variable. A “€35k base + €25k variable” package reads as a €60k OTE. Usual B2B splits range from 50/50 for closers to 70/30 for account management roles.

Many plans raise the rate beyond target: 8% up to 100%, 12% above, for example. An accelerator rewards overperformance where a cap kills it. If your plan caps commission, your best reps stop selling in November.

On a simple plan: commission = revenue closed × commission rate. Example: €40,000 closed at an 8% rate yields €3,200 in commission, on top of base salary. Tiered plans apply different rates per attainment bracket.

Total annual compensation at 100% attainment: base salary + target variable. It is the reference number in sales job offers. A €60k OTE at 50/50 means €30k guaranteed base and €30k variable at full attainment.

Usual splits range from 50/50 to 70/30 between base and variable depending on the role: the more the job leans on closing, the higher the variable share. The right plan is one the rep understands and can recalculate alone mid-quarter.

A cap protects the budget but kills motivation at the worst moment: when a rep overperforms. Most B2B teams prefer progressive accelerators, which align the rep's interest with the company's, over a hard cap.