Sometimes sales can get a little bonkers. Drawing up proposals, presenting complicated demos, all while owning the technical prowess of an IT engineer isn’t necessarily everyone’s cup of tea.

But you know whose cup of tea that is? Pre-sales support specialists.

These experts work with account execs and have all the difficult concepts down. During a big presentation, they’re as engaging and charming as five Tony Robbinses.

You want to be sure you’re SPIFFing your specialists for their above and beyond efforts. Reward them with incentive pay and special incentives so you can help your team hone in on specific business needs.

First, determine a target salary for the position. Then:

• Determine variable pay (vs. Hunters or Farmers)
• Increase pay depending on complexity of jobs or surpassing quota
• Consider bonuses/rewards for showing certain demos

Once you get a specialist team to zero in on company objectives, rewarding them can be just a few clicks of a mouse away. See what we mean over at Xactly Express.

—Erik Charles is Xactly’s Principal Incentives Strategist.