Establishing Reliable Sales Numbers
For an MSP company to operate with reliable strength over the long term, you need a sales department that you can trust. There are a lot of different ways to achieve that outcome. Solid products, good marketing, and effective customer service are a few. But one of the most important features of maintaining reliable long-term clientele will be securing the right salespeople, and enabling them to succeed.
Features of an MSP Salesperson to Strive For
Certainly, each MSP will have its own considerable idiosyncrasies. However, there will be aspects of operation that will define any strong seller for virtually any company. Remember, sellers tend to actually sell themselves more than the products or services they work on behalf of, but that doesn’t mean they shouldn’t understand the products. To that end, consider instilling the following salesmanship virtues in your selling staff:
- Being Organized, Being Confident, And Having Legitimate Passion For Your Business
- Understanding Intimately What Products Or Services Define Your MSP
- Focusing On The Customer First
Being Organized, Being Confident, and Having Legitimate Passion For Your Business
Sellers need to have strong organization skills. Certainly, Customer Relationship Management (CRM) software helps, but you want sellers who can function effectively even if they don’t have such tools available.
Organization breeds confidence. Confidence may exist without organization, but it will be stronger and more deserved if organization is that upon which confidence is built. Passion is a third feature binding the other two together into a single unit of effectiveness.
Legitimate passion for your business can’t be faked; find that if you can, and value it. Passionate sellers put everything they have into sales because they not only believe in themselves, but what they’re trying to sell.
Understanding Intimately What Products or Services Define Your MSP
Your MSP company needs sellers who, beyond confidently organized passion, understand what you’re selling. Some salesman who can get consumer confidence will lose the sale if he doesn’t understand what he’s supposed to be selling.
Since tech is complex, education and “refreshers” are necessary for best results. You can outsource salespeople, but if you don’t apprise them of what they sell, you’re going to have issues attaining, retaining, and maintaining new customers.
Focusing on the Customer First
Good salesmanship is all about a “win-win” for everybody involved. If sellers convert customers, but they’re not happy, you’ll lose those customers. So good salesmen, after being passionate, organized, confident, and educated on your products, will also put the needs of the customer first. Because when the customer’s needs are met, they’re more satisfied and stay with you over the long run.
Calibrating Your Salespeople for Greatest Effectiveness
Your MSP company must have a focus on sales. Customer-centric sales techniques, passionate sellers, organized sellers, confident sellers, and knowledgeable sellers are fundamental to your MSP outreach team. Train them, refresh them, outsource them, and assure whoever you onboard exhibits these qualities in salesmanship. Get the balance right, and you’ll see more conversions.