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 Kerry Sokalsky
Kerry Sokalsky is the founder and President of Presales Mastery, a firm that helps software sellers improve their demo delivery and execution through personalized one-on-one demo call coaching.
Kerry has over 15 years of presales and sales enablement leadership experience at both software start-ups and Fortune 50 firms. He founded Presales Mastery to address the need for personalized demo enablement that pre-packaged training programs can’t deliver.
In addition to designing and rolling out compensation plans for his own Presales teams, Kerry spent over a decade at Varicent Software, a leading Sales Performance Management and Incentive Compensation Management vendor. While at Varicent, Kerry worked with hundreds of organizations on automating their compensation, quotas and territory management, getting exposure to thousands of different comp plans.
Kerry is based out of Toronto, Canada with his wife and two teenage sons, and for fun, enjoys playing competitive poker, and is a fantasy basketball nut, participating in no fewer than 6 different leagues per year.