cullen

Tech Sales Leadership, Airbnb Superhost

[cullen @cullencostello]

@J6C6

[Brian LaManna @BrianLaManna_]

Everyone loves a $350K+ OTE… until they realize it’s mostly fiction. I’ve spent the last year mulling on a solution.

No April Fools joke here. I'm dead serious.

Here's the dirty secret with OTE (on track earnings) assumes you hit 100% of quota.

Let's say a company offers you $300 OTE.

Your Base Salary - $150K
Your Variable - $150K

But at this company - less than 28% of reps hit 100% of goal, meaning they don't see that $150K in variable.

The average rep may take home $210,000, when they expected $300,000.

Here's what SaaS needs to adopt: Median Earnings Attainment Number (MEAN)

Not what reps COULD earn if they hit 100%.

What reps ACTUALLY earned last year.

Publish it by segment:

→ SMB AE: $142K MEAN
→ MM AE: $183K MEAN
→ ENT AE: $267K MEAN

This would:

✔ End the fake OTE inflation game
✔ Give candidates real earning expectations
✔ Force companies to be honest about attainment
✔ Help sellers make informed career decisions

Until then, always ask in interviews:

"What % of reps hit 100% of quota last year?"

"Can you show me the attainment distribution?"

"What did the median rep actually earn?"

Who'd be onboard with this?

[B @ParmaJawnCheese]

I want to thank the Irish for inventing my favorite way to exit a function

[British&Irish LoveGang @BritishBirdgang]

Arizona Cardinals QB Depth Chart.

QB1 - Pain
QB2 - Misery
QB3 - Jacoby Brissett
QB4 - Gardner Minshew

[cullen @cullencostello]

@willahmed So if my annual membership renews May 23rd I just don’t get this benefit?

[McNeil @REFLOG18]

Me making sure the green is clear from 260 yards out before I top it 20 yards

[Sun Devil Football @ASUFootball]

Historic drop: Sparky on the white lid 😵

[Ryan Fitzpatrick @FitzMagic_14]

The AZCardinals loss is the worst loss I have EVER seen

[NFL Fashion Advice @fashion_nfl]

What a time to be alive.

[nugget chef @jayhaykid]

When a person in a row behind me thinks they're getting off the plane before me

[Boring_Business @BoringBiz_]

Men used to go to war. Now they announce promotions at their desk job using this photo

[Sun Devil Football @ASUFootball]

Must be a sign it’s game week ⚡️

[Corporate Dudes @corporatedudes]

Me listening to the earnings call of a company I own 1 share in

[cullen @cullencostello]

@Delta @AmericanExpress have you reconsidered an MQD rollover yet? With almost half the year left, I’m forced to move all my spend away from the Delta Amex because there’s no rollover! Seems silly to disincentive customer loyalty.

[dinosaur @dinosaurs1969]

i keep losing my money to this asshole

[Sam Westfall @samwstfall]

How it feels to wear linen and not check teams.

[cullen @cullencostello]

@BrianLaManna_ Golf

[Adam Sandler @AdamSandler]

Here we go

[Ian Hartitz @Ihartitz]

When you’re in charge of the golf cart speaker:

[AL🔱 @PT42_]

Best player on Texas