No other area of your IT company is more important than MSP sales. You could offer the best services at the most reasonable rates, but if you can’t close sales, then your best efforts won’t pan out. Your sales team is of central importance to your business success, so hiring, training, and evaluating your salespeople should be a top priority.
Create a Motivating Sales Department
As you hire your sales team, each new member should feel the motivation in the team. They should feel welcome and encouraged to present their unique talents and gifts, which will help them discover their full potential. Your seasoned salespeople should support the new team members, effortlessly helping them sync into the energy of the team.
Recruit Top Salespeople
To build an effective sales force, it helps to know what differentiates successful salespeople from the unsuccessful ones. For this reason, it’s important to observe what characteristics distinguish your top performers from the so-so salespeople.
When recruiting new talent, keep in mind the qualities you observed and look for these behaviors in your candidates. Whether your top sellers display perseverance, self-confidence, emotional intelligence, positive attitude, optimism, rapport, or maybe they just smile more, look for all of these things when building your sales team.
Set Up a Sales Training Program
Create an MSP sales training program within your company that focuses on the buyers’ journey, defines the prospects’ qualifying criteria and create a sales process. These three sales fundamentals keep your sales team on track and focused with a predictable sales methodology.
- Buyers’ journey – Define the buyers’ journey, making sure your salespeople are aware of the stages. The buyers’ journey starts with the buyer’s needs. At this point, your marketing strategies should create awareness of your services that can meet these needs. Your goal is to help your prospects understand what you can do to help them. The buyers’ next step is to research their options, which is where your website content comes into the picture. Once your prospects narrow down their options, they’ll make comparisons, and finally, make a decision on which services to purchase.
- Defining qualification criteria – Specify the requirements your company needs for a targeted lead generation rather than wasting sales efforts on guesswork. Defining qualifying lead criteria saves time, energy, and resources of your sales team. By concentrating on qualified leads, your sales performance will increase to higher levels.
- Sales process – After defining your buyers’ journey, you can create a sales process. During this process, your sales team helps move your prospects along their journey by having conversations, answering questions, providing relevant content and developing personal relationships with the buyers. This stage also involves follow up calls and communication with the buyers.
Evaluate Sales Performance
Your sales team needs routine evaluation of their sales techniques, performance goals, conversion goals, and activity goals. In this way, the team can help each other’s performance by recommending improvements to their current sales methods.
It takes special kinds of people to succeed in MSP sales, and you want them working for you. By creating a positive, motivated sales team and offering them ongoing training and evaluations, you’ll see an increase in the sales performance that drives your revenue.