The most effective way to improve your MSP sales team is to constantly be on the lookout for new talent. A good sales force can make all the difference to a company’s success, but if you are only recruiting new sales staff when you are under pressure, then you are missing a fantastic opportunity. When an excellent member of the team hands in their resignation, or if there are members of the team who are consistently underperforming, then you need to be prepared to replace them as soon as there is a vacancy. Unfortunately, if you haven’t been working towards this eventuality, you will be under a time constraint which can often mean you employ the first candidate through the door who seems like they might be a good fit.
Taking Your Time to Build a Sales Team Pipeline
An alternative approach is to always be on the lookout for the ideal candidate and to nurture them as you would a warm client lead. In this case, you will always be ready to fill any open position with the best candidate, and if you find an amazing talent and simply have to offer them a job it can only benefit your company. Finding the perfect sales team can be a challenge but there will always be space for someone who can consistently increase your sales.
Steps to Follow in Order to Recruit the Perfect Sales Team
- Referrals – Your first step will be to find potential candidates, and the easiest way to do that is to ask for referrals from either your best-performing MSP sales staff or your clients. Then it should be an easy task to contact them referencing the recommendation you received in order to start a dialogue.
- Continued Contact – If you can continue to treat them as a warm lead in order to ascertain whether they would be a good fit for your company and how successful at sales they really are, this will pay dividends. It is very easy for a sales person to come across well in an interview; if they are any good at selling, they should be excellent at selling themselves. When you contact them over a period of time, it is easier to see exactly how they operate and whether they would fit in with your company’s ethos or not.
- Potential Job Offers – Even if you don’t have a particular job opening, if you find somebody who is a perfect fit and is also excellent at sales, it would be remiss of you to still keep them on the back burner. After all, a company can always benefit from an excellent sales team member.
It may seem like a waste of time to look for MSP sales staff continuously, but rest assured that when you are faced with having to find someone quickly, you will appreciate the time you took to scout out suitable candidates in advance.