Working Smarter, Not Harder
MSP sales will be more effective if all sellers are operating at their peak potentiality. That’s something anybody can say, but how do you get your teams at that level? You’ve got to enervate them individually.
Tips to Inspire Sellers
Your individual sellers are part of a group, but they are themselves unique individuals with unique talents that must be fostered. Still, there are tactics that all sellers will benefit from employing, regardless of their specific skills. You want to impart such tactical pursuit to your selling force. Each salesperson should be considering these realities in converting clients:
Good Salesmen Are Always Hungry
MSP sales is a long game that has the potential to pay out well. Sellers who don’t seem to be doing much and have sagging numbers, probably aren’t helping themselves or the team. Sellers need to have a thirst–a hunger for conversion.
How can you facilitate this in your staff? Incentivization can help, friendly inter-office competition makes sense, and rewarding excellence publicly also should help stoke the fires of commission hunger.
The Best Sellers Outwork Everyone
Self-driven people sell more than those which are motivated from without. There’s an old sentiment that bears truth relevant across all departments: you can lead a horse to water but you can’t make it drink. There’s no way to force sellers into being effective at converting clients.
However, you can provide them the tools they need to succeed, monitor them, then shuffle them around if they don’t do well. Perhaps what you should do is bring sellers onto the sales floor for a short period of time which is probationary, follows a general sales cycle for your MSP, and helps you determine who is willing to work the hardest.
Effective Salesmen Are Experts
The best sellers know their subject matter inside and out. Certainly, sellers essentially sell themselves, but they do so by making themselves appear to be an expert.
The best way to do that is for sellers to actually become an expert. So, train your sellers on what’s important. Give them sheets of statistics pertaining to clients, and see that your sellers use such information in conversion.
Treating Clients Like Royalty, Meeting Face-To-Face, Having Goals
The best sellers understand that clients facilitate profitability, bonuses, and commissions for a given MSP. Accordingly, they treat all clients like precious metals, like diamonds–like royalty.
Meeting clients face-to-face helps them know that your company values them. Facilitating such meetings for sellers can be key. Line out baseline goals for your salespeople and encourage them to transcend those goals going forward.
Enabling Better Selling Technique
You will truly see increased conversions when your MSP sales staff are client-oriented, goal-driven sellers who meet prospects face-to-face, and true experts in their field.