Paying Presales: How to Maximize Motivation & Results, with Kerry Sokalsky

How do you determine the best comp plan for your team?

How people are compensated drives a good portion of their behavior, but Presales compensation plans vary widely in both mechanics and scope, and there’s no one-size-fits-all model. So how do you determine the best comp plan for your team?

Answering that question requires the consideration of numerous factors including how your SEs participate in and contribute to the sales process; team size and structure, and how that relates to deal allocation or assignment; how the SEs’ sales counterparts are compensated; company culture; corporate and team goals; whether the SEs are money-motivated or not; the scope of SE responsibilities; and what behaviors you are looking to drive.

In this webinar we’ll explore:
– The different kinds of compensation measures used in Presales comp plans, and when to use them
– How to use compensation plans to align SE behavior with team and organizational goals
– A comparison between different types of commissions and bonuses
– Quotas: what types to use, and when and how to use them
– Often overlooked factors to consider
– Compensation best practices

About the Presenter

Kerry Sokalsky

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.

Experience It Yourself

No more talk! We drink our own kool aid. Want to check it out?

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