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PreSales Compensation Planning for Today’s Go-to-Market
Bold ideas for PreSales compensation don’t get enough attention. People still talk about approaches such as pooled versus variable, but what about the fact that revenue leaders can actually lift rep attainment and accelerate revenue by rethinking PreSales to AE ratios?
And while modern go-to-market models consistently rely on PreSales to drive revenue, their compensation remains outdated, unmotivating, and all over the map. Variable pay continues to be a tiny piece of the pie as well and heroic efforts are lost in broadly pooled quotas.
Forward thinking companies are creating a world where PreSales becomes the center of gravity in a deal. AEs take on higher quotas but with more PreSales support. The result is a world with more efficiency, and a go-to-market approach that’s more aligned to what prospects actually want. This team composition fits the trend of product-led growth and product-led sales very well – and as a byproduct, the traditional AE is no longer the star of the show.
And then how do PreSales compensation models become reenvisioned as a result? Compensation will no longer be trickling down from the AE’s own plan – that’s the old world. The new world is going to direct incentives squarely at the PreSales based upon what they’re able to accomplish.
There’s a lot more to unpack in this topic – so to hear more, be sure to sign up for Vivun’s upcoming webinar with Matt Darrow and Kerry Soldasky next Thursday, January 26th.
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Vivun 2023 PreSales Case Study on The Power of the Strategic Demo
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Participants will Receive a Copy of Results
Demos. How many do PreSales teams do? Which ones have strategic impact? In what other areas does PreSales spend their time, and what would team members RATHER be doing? These are the focus areas for the Vivun 2023 Spring Benchmark report. And now we need your help to address them.
We recently posted questions for our next Benchmark report, and we’re inviting you to participate. By being a part of the benchmark, you'll receive an exclusive full data set of the results, in addition to the main narrative that we release to the public.
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PreSales is the most strategic lever for revenue in modern go-to-market models. Whether your company is evolving bookings models or exploring usage-based pricing, product-led growth (PLG), and product-led sales (PLS), the success in these motions depends on the strength of your buyer’s most trusted advisors. This calls for a different approach to PreSales compensation, quotas, team ratios, and visibility of your organization’s impact at the C-level.
Join President and Founder of Presales Mastery, Kerry Sokalsky, and Vivun CEO and co-founder, Matt Darrow on Jan 26th , to dissect what the brave new world should look like for PreSales and how to navigate it in a challenging economy.
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