Sales people aren't negotiating their salary, which is usually pretty basic. They're negotiating their OTE (on target earnings) and EP (earnings potential).

Sales people aren't negotiating their salary, which is usually pretty basic. They're negotiating their OTE (on target earnings) and EP (earnings potential). Their comp package will vary from year to year, but a hotshot that makes $1m a year by blowing out their quota consistently will want accelerators and the like in their comp, whereas the company will want proof they have done it before. The only way to prove your past sales performance beyond references (who will often lie) is to share proof of earnings.