Technology changes, why would your sales process stay the same? Are you going to try and sell a smartphone the same way you would a desktop 10 years ago? In terms of MSP sales, you can’t just provide the same services you used to. Cloud computing and “as a service” solutions are totally transforming everything. Something else will come along once the cloud has bridged the gap to the next technological innovation. Accordingly, your sales process needs to identify areas that could be improved. Following are three steps to help you streamline in this way:
- Figure out the current process, acknowledging strengths and weaknesses
- Clearly define what your new selling flow looks like
- Improve by degrees as possible without forcing it
Figure Out the Current Process, Acknowledging Strengths and Weaknesses
Your current sales process may be effective, but it will never be perfect. There’s always room for improvement. Consider where things are now and where they could be. Emphasize strengths, figure out means of transforming weaknesses into strengths.
Clearly Define What Your New Selling Flow Looks Like
Now that your MSP sales solution has been scrutinized, inform staff of changes and design materials they can reference to help them shift operations toward new objectives. This may take some time.
Improve by Degrees As Possible Without Forcing It
Once you’ve identified strengths and weaknesses and defined your new selling process, you need to organically implement alterations in outbound marketing and conversion strategy. If you force the shift, you will collaterally lose sales as natural mistakes are made. It’s better to make the switch by degrees; this maximizes conversions.
You’re Not Done
MSP sales optimization is a continual process requiring dedicated effort and periodic refreshment. You’ll need to always be on the cutting edge of technology as an MSP, and the same is true in terms of tech selling techniques. Make your sales process updates at least biannual. If you can cost-effectively transition even more quickly, then that is also something which would make sense to do.