MSP sales basically refer to optimizing operational infrastructure such that sellers are able to flourish in terms of conversion. You need to enable them to succeed, and this will take strategic effort.
Steps Toward Enablement
Impediments to conversion need to be taken away. Some of those include a seller’s very approach to target prospects. Today’s technological environment has put much of the “salesroom” in a digital domain, and that requires strategic consideration. For sales enablement, a tactical approach makes sense, and these three pillars often play some part in successful strategies:
1. Ensure Your Sellers are Effectively Informed
MSP sales often incorporate a longer sales cycle than some other businesses built around converting big-ticket clients. Sellers need to be armed with as much relevant information as possible and be continuously updating prospect profiles on clients whom you’re trying to convert. Consider existing clients and pain points. Arm sellers with cost break downs and generalizations which match demographics in terms of average client needs.
The more information you give sellers, the better you can enable them to help existing clients and future ones.
2. Share Information Throughout Departments to Enable Sellers
Additionally, you need to consolidate information. All information from customer service, management, special accounts, retention, or any other department which may have incorporated relevant data must be pooled and made accessible to sellers.
Salespeople shouldn’t have to stall for time as they converse with a client who has a lot of pressing questions. They should have the information immediately available so they can provide quick, accurate responses. Often, the breakdown here comes between customer service and sales, so that may be an area to start with as you go about refining things.
3. Positioning Sellers as Guides to Buyers Owing to Digital Conversion
Finally, help arm sellers for success by apprising them of the proper attitude with which to approach clients. Today’s digital market has made the buyer the true selling initiator. The economy has fluctuated, and digital stores have become the new normal.
For the most part, your sales will be comprised of prospects who seek you out for one reason or another–even if it’s just information. Sellers who understand their position as a guide won’t come on too strong with a hard sell at the wrong time, but will rather give prospects the information they need to make an informed decision.
Enablement Tactics for Success
MSP sales managers are well advised to take into account the new role of sellers as guides for buyers, properly share information related to clients throughout organizational ranks and arm sellers with information. Doing so properly will ultimately enable salespeople into greater success.