Turning Your MSP Into a Sales Machine, Part 4

Respect: Salespeople view their business through a unique lens. They consult with people in stressful situations and express how their business benefit can alleviate specific pain points. As a result, sales personnel field ideas about improvements that can be made to enhance their company’s products or services. Ask for their opinions, listen to and consider their ideas and do everything in your power to assure them that their input is valuable. Some salespeople stay with a company for less when they feel they are instrumental to product innovation rather than just another employee.

Proper tracking tools and expectations: Everyone wants to track every activity to the “nth” degree. These profitability metrics, KPIs, etc. then supposedly help guide and drive business. What you may not realize is that many managers request an inordinate amount of tracking from their salespeople. By bogging down your sales pros with data-entry functions instead of letting them actually sell, you could be unintentionally pushing them into the arms of a competitor. Investing in competent sales assistance and help goes a long way in keeping your sales people content and committed.

Flex time: Salespeople tend to work more than you’d think. The perception that sales guys frequent the golf course may have some grounding in reality, but those same salespeople spend their Sunday evenings planning their week, boarding planes or hopping in cars early in the morning to make that meeting. That said, if a salesperson requires downtime for mental health or to spend with family, be understanding. Salespeople often break under the pressure of quotas and job demands. Helping them maintain a healthy work/life balance buys you a lot of goodwill.

Human resources: This is not about the department, but rather your technical support team. Salespeople in tech are often not technical themselves. They identify business needs and help clients make smart decisions based on those demands. Experienced and friendly engineers, technicians and network administrators are really what managed IT services salespeople sell. If your staffing doesn’t help them sell an unparalleled customer support experience, they will look for a situation that does.

Don’t get in a rut: When it comes to growing sales talent, flexibility and fluidity are key. Look to cultivate a dynamic company culture that fulfills your team’s career aspirations. Salespeople aren’t just motivated by paychecks. Like anyone else you employ, sales pros can benefit from different scenery or a new approach to stay fresh and invigorated.

Hire strong leaders: Is your MSP business growing and in need of more sales reps? First and foremost, hire a strong sales leader. Call them a sales manager if you must, but rather than manage, they need to lead. Sales reps will stay in their positions despite receiving other offers when they work for someone they respect.

Don’t hire micromanagers: These kinds of supervisors drive high-quality sales talent away nearly every time. Instead, identify sales leadership that prioritizes the welfare and development of the sales team overall. This hiring quality will unite the team, helping you retain more sales reps and elevate performance.