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I like to ask about the full and total compensation plan. What is the base, OTE, caps, and so on. Also finding out if they have an average OTE based on average or top performers. How often do people hit the quotas? Is there an average across the team? Basically whatever gives me some insight as to whether the goals are remotely achievable or not.
Always ask how many reps actually hit quota last year—and how many hit 100% of OTE. If they dodge that question or say “our top performers crush it,” that’s a red flag. Also check if OTE is tied to realistic pipeline support or if you’re expected to self-source everything.