Sales is a key piece of your MSP business. Like many other businesses, your sales bring in revenue that keeps your company going. A common mindset that is noticed with owners of these businesses is the unwillingness to hire dedicated sales staff. While you, as a business owner, know everything about your products and services, you are not likely to be the best person to sell it. To optimize your company’s outlook on the future, your best bet is to break this habit. Hiring some experience salesmen boosts your sales and takes your business to the next level.
Why are Owners so Reluctant to Find Sales Staff?
The most repeated reason that business owners state they do not want a dedicated sales staff is that only they know their business. The myth that the best salesman is the one with the most detailed knowledge is blatantly false. Good salesmen need to have a high-level understanding of what they are selling, but details are often overwhelming to your potential clients.
It is also seen that owners need to feel in control of all aspects of their MSP business. This is something that business owners must overcome. The tight control leads to stunted growth and harms the company in a number of different ways. This is seen in many different business areas. Your value, as an owner, is not in the details. Your vision is the value you need to bring.
The Costs to Your Business
Trying to do everything yourself for your company is not the recipe for success. Sales is a great example of how keeping too much responsibility to yourself is holding your company back. It eats up a great deal of your time, which distracts you from actually growing your business.
When you are taking time to seek out new prospects, chasing new leads, and pitching to prospective clients, you are not running your business. You’re distracted from the work that gives the most value. It is far better for your company to have your energy focused on keeping your tech fresh, developing business models, and ensuring your company is providing quality services.
Sales as a Distinct Skillset
As much as your business is your baby, you skillsets aren’t likely to be strong in sales. While your vision for technology is strong, selling is a special skillset. Sales personnel who are successful are good at selling and enjoy it. They get better sales results because of these traits.
Strong salespeople are able to take general understanding, and use it to convince your clients to work with you. While there is a great deal of details behind this agreement, the salesman does not need to go into the weeds to explain the tech. They need to show the client that they can be confident in their IT infrastructure being up and running. The tech side of your business worries about the actual delivering of these services.
Managing Your Sales Staff
Your sales department helps drive more revenue. It is important that you manage them accordingly. If you’re struggling to give up that level of control to a sales team, know that you are not giving them complete control. Be sure to keep them motivated, and hungry to sell your product. Not only does proper management keep your sales staff working hard, it also keeps you in the loop. The knowledge sharing that comes with on hand management is critical to being a thriving business.
While your knowledge of your MSP business is unparalleled, a dedicated sales team helps propel your business forward. Their years of sales experience give them the edge in sales techniques. This increases your revenue and lets you focus on running your business.