A Delicious Ratatouille of Marketing
Your MSP services company has an uphill battle when it comes to sales. One of the things you’ll need to do for proper conversions is to empower your sellers to succeed. Think of it like the recent computer-animated film “Ratatouille”. Gusteau teaches Remy to use his past as a means of motivational cooking inspiration. Gusteau also teaches Remy not to allow his past to hold him back.
It turns out, such thinking can be instrumental when it comes to selling. The truth is, anybody can be a salesperson. It’s not so much an in-built trait as it is a developed skill. What’s necessary is belief in those who you lead as they sell, and properly arming yourself in terms of education. This allows you to source and impart proper training, while simultaneously helping you acquire increased wisdom.
Altogether these qualities prove essential in honing skills toward a goal. With that in mind, following are seven specific areas of thought, attitude, and operation which it would make sense for you ensure your salespeople possess:
• Critical Thinking
Your sales team needs to be focused. It needs to understand daily, weekly, monthly, quarterly, and yearly goals of your MSP. It needs to know the common length of sales cycles for prospects. In addition, your team needs to be results-oriented. Find salespeople who aren’t just focused but are focused in the right direction. You can be instrumental in helping ensure that focus develops.
It will difficult for salespeople to attain proper focus without proper passion. Just like focusing a telescope can be a delicate task requiring patience, so can focusing sales efforts into greatest effectiveness. Ensure there is some involved passion silhouetting the attitudes of your salespeople. This will also have a positive, natural collateral effect on their interactions with existing as well as potential clients.
You may not think charisma can be taught, but it can— to most people. You can’t teach some people the alphabet; but most can learn it. Charisma is the same way, though it will be harder for some than others. The key is identifying a positive personality trait and emphasizing it in conversation. Even a cantankerous old man has some brilliant one-liners. If he’s always dropping them, he could prove endearing as well as influential.
Bring salespeople to conventions. Have exercises where they sell one to another. Practice. Put them in social situations. It may even help to enroll them in some theatrical experimentation courses to “loosen them up”, as it were, in social interaction. Different solutions will be necessary for different salespeople.
Your MSP services company needs to have salespeople who are disciplined, keep numbers, and bring dedication to the task. Passion and focus will naturally be complimentary to discipline. Find people who have strong control of themselves to help strengthen your sales team.
A salesman who is resourceful can sometimes be a better hire than one who is exceptionally smart. Being resourceful is, again, well-facilitated by proper focus and attitude. But discipline is necessary to be properly resourceful, and charisma often becomes a feature of such an individual’s selling style, as in and of itself charisma is an exploitable resource; and easily usable.
Have friendly competitions between your salespeople. Competitive attitudes toward sales are a very powerful feature of successful conversions. They’re also necessary, as your MSP is itself competing with other businesses similarly situated.
You can only teach this quality so much, but someone who is a critical thinker will naturally understand that sales is competitive, and apply disciplined and charismatic resourcefulness informed by passionate focus to the task at hand. Critical thinking means close examination of a problem, and informed response to it. Find a way of vetting critical thinking during the interview process.
A Sales Buffet
MSP services companies that have the right kind of passionate, focused, resourceful, competitive, disciplined, charismatic, critically thinking salespeople are usually going to see better sales. Anyone can sell, just like anyone can cook; they just need the “ingredients” and the “formula,” as well as the personal drive to properly combine them.