Get a clear vision of your business
On target earnings or OTE for inside sales reps in your company clearly impact your bottom line. You need to pay well enough to attract sales talent of the level required to meet your revenue goals. Yet you also have to maximize profit on each sale. And just to spice things up, your choice of the base-salary-to-variable ratio of such on-target earnings will also have an impact. It impacts your finances particularly in the first few months of existence of your SaaS or software company.