Join us on Wednesday, April 5, 2023 @ 9am MT
The webinar discussed the benefits of using non-cash rewards as a way to motivate pre-sales teams. With companies unable to offer more pay to top performers due to the increasing trend of layoffs, non-cash rewards can be a valuable tool to keep employees motivated. The speaker, Carrie Zakowski, is the founder and president of PreSales Mastery and a demo coach with over 17 years of experience. Zakowski cited a study that found that employees prefer non-cash rewards for a variety of reasons, including social reinforcement and the fact that they provide luxury items that employees wouldn’t purchase for themselves. Zakowski also discussed the power of recognition and suggested implementing a scorecard to determine how effective a company is at leveraging non-cash rewards. The scorecard includes categories such as recognition and professional development, each of which is assigned a score of 0 to 3 stars. Ultimately, the goal is to ensure that pre-sales teams feel valued and motivated in contributing to the organization’s success.
00:45:00 Carrie Zakowski discusses the recognition of non-cash rewards for presales that fail to close. They note that often presales personnel end up saving poor performing salespeople, but no recognition is given to their efforts. Carrie Zakowski also touches on how difficult it is to recognize a technical win that ends up as a loss. However, it is suggested that if the loss is viewed as a new and unique approach that can be utilized later on, there is value that can be recognized despite the loss.
Kerry Sokalsky is the Founder and President of Presales Mastery, helping B2B software sellers win more deals with personalized 1-on-1 demo call coaching. Using an online coaching platform, we coach recorded prospect demos to provide feedback on real-world performance, leveraging our proprietary 103-metric demo performance best practices framework. Our long-term coaching reinforces key learning concepts to convert them to sellers’ sales muscle memory, and focuses on individuals’ unique skill gaps that often aren’t addressed in group training. Kerry has over 18 years of global presales and sales enablement leadership experience at both dynamic software startups and Fortune 50 firms. An accomplished demo coach, he brings his clients both first-hand demo experience, having delivered over 1,000 custom enterprise demos over his career, along with a wide breadth of perspectives from working with dozens of presales organizations across the globe. Kerry is also the Founder of SETO, the Toronto-chapter of SE Nation, and co-author, with Chris White, of the Presales Buyer’s Guide.