Episode 60 - Are presales people coin operated? Should they be? Compensation models and more with Kerry Sokalsky

Kerry Sokalsky from Presales Mastery joins Don and Mark to discuss what he's learned from seeing thousands of presales compensation plans on how and why adopt strategies to help compensate people for different reasons. If payments is base salary, compensation and upside incentive over and above OTE. The general rule is the amount of pay that's at risk should align with the degree of influence on the sale.  Do you agree or disagree? Technical Win vs Overall win? Either way come and listen to Kerry's sage advice learned through many years in this space. Don't forget to come join the conversation on LinkedIn, and as ever if there's anything you'd like to chat about - come on as a guest! #presales #buyerenablement