The managed information technology market is highly competitive. Therefore, it is not uncommon for an MSP business to experience fluctuations between strong sales and minimal revenue. Unfortunately, this lack of predictability means that you cannot plan for the future. Consequently, your company’s growth and development will be deterred. If you would like to establish a business which can withstand the modern adverse commercial climate, then you must focus on promoting consistent sales. Here are some simple and practical guidelines to help you drive more stable and dependable sales:
1. Ensure Uniformity in Your Operations
One of the common problems that cause unpredictable sales is the lack of uniformity in the quality of the IT support services and practices. In simple terms, when a commercial client subscribes to your services, they have expectations with regard to customer support, report generation, technology consultation, and infrastructure maintenance.
If the practices you keep when serving shift over and over, the managers and business owners will assume you are unreliable. Therefore, you should ensure uniformity in your operations. Document your standard operating procedures and the best practices for serving your customers. With this written information, your clients will enjoy stability, even if the employees change.
2. Motivate Your Salespeople
The total sales in your MSP operation depend significantly on the morale of the sales people. Therefore, if you want to promote consistency in your sales, you must motivate these employees. Oftentimes, you can achieve great results finding out what the individuals like and using this to get more sales. For example, bonuses can drive some employees to work harder while for others, it is the promise of new technology.
3. Automate Your Processes
You should consider incorporating automated systems to support the management of sales in your MSP business. Oftentimes, efficiency in handling sales is compromised because there are multiple procedures that must be carried out for each transaction. When you streamline through the addition of suitable software, you will promote productivity. For example, consider installing integrated sales application which can handle orders, perform billing and manage other sales elements on the same platform.
4. Set Lead Generation Goals
Lead generation is an important process if you want to drive consistent sales. Therefore, you should make certain that you are not neglecting this aspect of the business. Ideally, you should set clear goals on the number of good leads that you would like to obtain. This will help you ensure continued growth and secure your company’s future.
5. Understand Your Sales Cycle
The sales cycle refers to the amount of time that your business takes from the first meeting with a potential client to the actual transaction. If you understand the sales cycle in your company, you will be able to plan for the future with more efficiency. To calculate the average sales cycle, add the time taken to close the last 20 or so deals and find the average. The time should help you create a strategy to generate significant sales consistently in the future.
6. Establish Your Sales Targets
You should know your sales numbers; also, perform periodic reviews of the figures. In general, you should set your target in terms of revenue or the number of services that you would like to sell per month. If you want to achieve your target, you should also take your close rate as well as the sales cycle into consideration for optimal planning.
7. Aim for Appointments
The current commercial environment relies heavily on phones, text messaging, and online platforms for communication. While these are invaluable channels, they are not ideal for making a sales pitch. In general, you should encourage your salespeople to focus on getting appointments during the initial call. Remember, most customers will get irritated by long first phone calls.
8. Build Relationships
Finally, you should expend effort into building good relationships with your customers. The most valuable sales for your MSP business are those that generate recurring revenue. Therefore, you should follow up after the transaction and take a proactive approach to maintaining the relationship for long-term consistent sales.