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Managed Services Provider (MSP) 90-Day Sales Training Plan
Let's assume you're a managed services provider (MSP) that hires a new sales team member. Instead of sending that new sales hire out into the field to pursue revenue, CharTec CEO Alex Rogers recommends a 90-day plan to train that new hire -- with zero revenue responsibility during that window.
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90DayPlanCalendar
Let’s assume you’re a managed services provider (MSP) that hires a new sales team member. Instead of sending that new sales hire out into the field to pursue revenue, CharTec CEO Alex Rogers recommends a 90-day plan to train that new hire — with zero revenue responsibility during that window. And every 14 days or so within that plan, you decide whether to keep or fire the hire. Is Rogers on the mark or missing the mark? Here’s his 90-day plan.First, a little background. Rogers is one of the most outspoken voices in the managed services market. CharTec focuses on several areas, including hardware as a service (HaaS) and MSP training. ConnectWise Capital made some sort of funding investment in CharTec in January 2010, though I don’t have a feel for the specific terms.
CharTec has a sister company, called ARRC Technology, that ranks among the top MSPs in California. Rogers certainly understands technology but his energy typically kicks into overdrive when he starts talking about sales strategy — including hiring and training new sales employees.
His 90-day plan for training a new sales hire includes ZERO revenue engagements and regular feedback. The milestones include…
Days 1-14:
Teach the hire about company culture
Have the hire master the company intranet/internal systems
Offer line of business training and testing in such systems as PSA software.
Department shadowing, where the hire follows and learns from key employees.
Early failure decision: Decide whether to keep or fire the employee on day 14.
Days 15-30:
Product education
Company tools education
Managed service education
Competition
Books and tests
Demonstration of LOBs
Early failure decision: Decide whether to keep or fire the employee on day 30.
Days 31-45:
Sales process studying
Sales presentation studying
Sales shadowing
Books and tests
First role play on all offering presentation
Early failure decision: Decide whether to keep or fire the employee on day 45.
Days 46-60:
Creating sales proposals
Sales shadowing
CharTec Academy — admittedly this is self-promotional for CharTec, which offers a two-day training event to MSPs.
Books and tests
Role play proposal presentation
Early failure decision: Decide whether to keep or fire the employee on day 60.
Days 61-75:
Study the QBR process
Role play the QBR
Books and tests
Update social media
Sales shadowing
Create own sales track
Identify a leads group
Early failure decision: Decide whether to keep or fire the employee on day 75.
Days 76-90:
Role play to officers
Managed services
BDR offering
Telco offering
Network offering
QBR offering
That’s a pretty intriguing list. How many MSPs are willing to hire sales folks who generate NO revenue during their first three months on the job? How many MSPs are willing to really offer a training program that empowers sales team members? I’m all ears….
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