3 min read
The State of Sales Compensation presented in this guide has been collected from Bravado's network, comprised of:
150,000 — individual Sales Professionals
11,000 — different companies
82 — countries around the world
2021 Recap
Only 47% of sales teams hit quota in 2021
Percentage of sales team that hit quota:
It is easier to sell with a larger sales team
Companies with over 100+ reps did the best, with 55% of those larger teams hitting quota.
Be cautious at Series B – D startups
Scaling sales teams (26-100 reps) did the worst, with only 44% of them hitting quota.
On the best sales teams, 75%+ of members hit quota. Unfortunately, this is extremely rare in sales.
Only 1 in 4 sales teams had 75%+ of their members hit Quota
Go big, or go small
Companies with fewer than 10, or more than 100 sales reps had the most successful teams.
54% of sales reps missed Quota in 2021
Sales turnover is higher than any other industry
Growing number of open sales roles, higher pay, and unrealistic quotas are driving more sales reps to leave their jobs.
SDR Compensation Guide
January 2022: SDR Compensation
The salaries collected from SDRs are split by Base Salary and OTE in USD. The median pay of participants is presented as well as the 1st and 3rd quartile salaries. Across 11,000+ sales teams, the average compensation for SDRs rose by 35% in 2021 and 11% in just Q4 alone.
SDR Salaries: by city
The city with the highest median pay for SDRs is Austin, with OTE above $100K+
SDR Salaries: by years of experience
SDRs with 3+ years of experience can make on average $10K+ more than their peers with 2 years or less experience.
Account Executive Compensation Guide
January 2022: AE Compensation
The salaries collected from AEs are split by Base Salary and OTE in USD. The median pay of participants is presented as well as the 1st and 3rd quartile salaries.
Across 11,000+ sales teams, the average compensation for AEs rose by 40% in 2021 and 17% in just Q4 alone.
SDR Salaries: by city
The top 3 cities with highest median pay for AEs are Chicago, SF / Bay Area, and Boston, with OTEs above $200K+.
AE Salaries: by years of experience
The average AE's pay doubles in the first 10 years of their career.
AE Salaries: by segment
On average, Enterprise Account Executives make nearly $200K in OTE, compared to their SMB counterparts who make ~$120K in OTE.
Want to make over $250K?
According to our respondents it pays to learn sales methodology. Of the $250k+ earners 1/2 are trained in the Challenger method and MEDDIC and Sandler were the most popular methods.
2022: Remote work trends
39% of sales professionals will not return to an office
By providing employees the option to work from home, employers open themselves up to a wider group of top talent.
40% — of respondents indicated that working in an office is a deal breaker for them.
Only 3% — of respondents insist on working
in an office.
54% of job seekers are willing to relocate for a great job
Respondents indicated whether or not they would be willing to relocate for a new job. Despite what you may think, the majority of candidates are willing to relocate for an amazing job opportunity.
