Use cycle length as the primary input. A three-month cycle supports roughly a 50/50 split because a rep can influence their earnings inside one quarter. A six-month cycle sits near 60/40, a twelve-month cycle near 65/35, and an eighteen-month cycle near 70/30. Adjust for the mix of the rep’s book: territory reps carrying mostly existing accounts can sit at 70% to 75% base with variable pay tied to retention and expansion, while reps opening genuinely new markets need a higher base for their first two years.