MSP sales are more successful if they employ sellers who have a mentality conducive to closure. You may find some of the traits that characterize the right mentality are unexpected— though, in contrast, some will certainly be what you would anticipate. Following are several examples of each:
The Mind of a Hunter
The hunter knows where to wait, when to wait, how to wait and the proper time to strike. A hunter is strategic and arms himself with the tools for the job beforehand. Will the hunt be across the vast savanna? Will it be in the Rockies or will it be in the jungle? In MSP sales, you’ll have a variety of clients, which may be likened to hunting big game in diverse environments. Some “hunts” will be in realms of equipment acquisition, transport, installation, and repair. Some hunts will follow the pernicious end-user herbivores of the production floor prairies. Some will be regarding big fish amidst an ocean of data, like cloud computing transition. Each different sales “hunt” requires different product knowledge and preparation and some lead into one another. A salesperson who thinks like a hunter will do all they can to successfully convert their “game.”
A lot of hunting is “hurry up and wait.” Oftentimes, the best salespeople don’t seem to be doing a lot, but they really are. It’s like the hunter who spots the game trail near the waterhole, sets up in a tree and waits. He may wait for hours, but if he’s done his “homework,” it pays off. Well, the right salesperson knows which kind of prospects are likely to buy, where to find them and how to get them.
Some may have a particular skill at conventions. Some may have skill in government areas. Schools often need comprehensive IT solutions and are usually open to new things. Attaining a school district contract can be a very big fish that requires a lot of groundwork and specific areas of “pitching” at strategic times throughout the year. There may be a lot of waiting involved, but it could be worth it. So, hire salespeople who have a solid history of big conversions. They may not seem to be exceptionally busy perpetually, but they’ve got their own self-interest driving them forward, and they’ll likely attain you that big client.
Regularly Following Up with Prospects
The right salespeople aren’t afraid to call prospects back. They’re not afraid to get in contact with them multiple times. As a matter of fact, it should be policy for appropriate prospects to be contacted a minimum of five times, unless such a thing would be indiscreet.
Some Level of Charisma
Charisma is a very strong selling tool. It can make a person who barely understands the product one of your top sellers. These people sell themselves over all else and with seeming effortlessness. Seek charisma in your interview process. Seek personality. This may not be the only factor in finding the right salesperson, but it can really be a big one.
Motivation Beyond the No
The most aggressive salespeople don’t take “no” for an answer. They push for that sale as hard as they reasonably can. There are even aspects of what some may see as somewhat aggressive, which can legitimately produce long-time, satisfied clients. Think of it like music. Think of it like jazz. Think of it like atonal keys repeated until they become a statement within the melody, and the song can’t be forgotten. There’s a similar thing in sales, and you want your tech sellers to have strength enough to overcome a few “nos.”
A Streamlined Sales Team
MSP sales populated by motivated salespeople who have a hunter’s mentality, can strategically wait, engage with charisma, contact prospects multiple times and push beyond the “no” are likely to have increased levels of success. Find salespeople who won’t give up, who have personality, who are intelligent and who are driven from within. Such individuals are fundamental to successfully increasing conversions.