Eight Areas Of Optimization
MSP business sales teams often suffer from lack of organization or experience. You need to source savvy, motivated sellers and then equip them. In most cases, those who work in a technical capacity aren’t suited to sales and vice-versa. So you need to hire right, and then you need to manage just as well. Below are eight tips to help you optimize your sales team:
- Build trust
- Manage those who report to you directly as fits them
- Understand the professional and personal goals of sellers
- Ensure your sales team covers the basics
- Set goals for monthly, weekly, and daily selling
- Is there an issue with individuals, or your sales team?
- Allow your team to pick rewards
- Ensure rewards are worth attaining
Your MSP business needs to be something your sales people can rely on. They need to know that they’ve got a home with you. Believe it or not, there are businesses that will set incentives but unintentionally set them too low, not expecting their salespeople to achieve them. When goals are met, management hems and haws and delays incentive payment, or discontinues it. Don’t ever do that, unless you’re trying to lose your best employees and establish a bad reputation for your business. You need to be trusted, and that requires being trustworthy. It’s a two-way street: if employees can trust you, then you can expect to trust them, and use this as a natural means of facilitating professionalism.
Sales people can be kooky. What matters is results, not methodology–provided nothing illegal is taking place, of course, and there aren’t any tactics being employed which tarnish your business’s reputation. So long as you’ve got your bases covered, manage your salespeople how they prefer to be managed. In order to codify this, come right out and ask them how they’d prefer you manage them, then follow through. If you follow through and they can’t handle it, then it’s that individual’s fault, and you may have identified someone who could be a liability later. Otherwise, in ideal circumstances, this will facilitate the greatest level of productivity.
Understanding Professional And Personal Goals
Why are your sellers working for you? Are they climbing a ladder, or treading water for some home situation? Understand the drives of your sales team and you can put them in the most useful positions.
Cover the Basics
With phone-selling organizations like Verizon, when a seller gets a customer, they’ve got a script which covers the basics and which they must get through while talking to potential clients. You want to give your sellers something similar. It doesn’t have to be iron-clad, just a suggestion that includes those aspects of your operation which new clients must be aware of. This will maximize the scope of your sales, and ensure sales people don’t just focus on one aspect of the business.
Monthly, Weekly, And Daily Goals
Look at average earnings per day on your floor. Set individual goals for your sellers that are just slightly higher than that. Do the same for the week, and for the month. It’s like working out and pushing the bar just a little bit every time to increase your strength.
Individuals Or The Team?
If you see a lag, determine whether it’s the whole team or a few outlying individuals. Sometimes you’ll identify a selling trend that couldn’t be seen any other way by doing this.
Allow Your Team to Pick Rewards
Have a budget, and allow your team to pick rewards within that budget as a means of facilitating incentive.
Giving Good Rewards
You need to give rewards that your team wants. Sometimes that means not going the monetary route. Obviously, a cash incentive is desirable, but you might also offer a weekend trip to a resort city, time off, a choice in shifts, or something of the kind. Allowing employees to choose their own schedule can be very rewarding.
One of the best ways to maximize your MSP business is the maximization of the resource that is your sales team. Sharpen that team and see a profit.