FOUNDER’S GUIDE TO B2B SALES SAMPLE ON-TARGET EARNINGS ACV ($K) QUOTAS ($K) OTE ($K) <5 400 100 5-25 500 125 25-50 650 165 50-100 750 185 >100 1000 250 WHAT IS A SALES MODEL? A sales model is an approach to selling your product. At the core, it’s about three things: roles, goals, and ratios. ROLES The roles, and the variations and types within them (e.g. inside vs. field sales). GOALS The goals for key model-defining metrics. For example, quota, on-target earnings, average sales price (ASP), deals/year, average sale cycle (ASC). RATIOS The ratios of supporting resources. For example, a small number of senior sellers with high quotas and heavy support staff vs. a large number of junior sellers with low quotas and light support staff. SPRING 2023 .15