Are You Losing Your MSP Marketing Sales People to Your Competitors?

Managed IT Services San FranciscoThe Importance Of Sales People

MSP marketing is an essential component of success for an Information Technology company. Because of the nature of marketing and public relations, it’s not always possible to apply core research and development personnel to the task. Granted, that’s something a smaller business is more likely to do than a larger organization; but the fact still stands that properly marketing any IT applications requires specific employees with specific talents.

Additionally, you’re going to need a continuous supply of such talented marketing individuals, because retaining them means advancing them; and advancing them means filling the void they leave behind. Though, if you structure operations accordingly, this can be a natural process of your company’s employment model. Scouting and retaining the best employees is an integral component to facilitating success, but it does require direct attention.

Establishing A Career Path

MSP marketing professionals should have opportunity to make the transition into managerial positions which may ultimately yield stock ownership or even some form of partnership within the company. If you don’t offer such a potential career path, you’re going to lose the talented employees to organizations that do; pure and simple.

Consider it from the marketing professional’s point of view: he or she understands that his or her skills in marketing have a very high ceiling. So why would this individual consent to tread professional water when they can easily swim to ground and rest? Eventually it’s not an issue of loyalty, but one of life and years. The waters of reality can grow tiresome. But thankfully it’s not difficult to give this solid employee surcease from within your company.

Sit down and discuss a possible career path. Discover whether or not they have any desire to remain working in sales, to transition to a different center of operations and see what it’s like over there for a bit, or to take the managerial path. The point is, you’ve got to provide your employees with an endgame. If they’re going to remain working for you perpetually, what’s in it for them?

Retaining Exceptional Employees

There are definitely ways to manage the options exceptional employees should be privy to, and many means by which their services can be retained. Some popular methods include:

• See what similar IT groups are offering their marketing employees.
• Make positive examples of exceptional employees.
• Find areas where you can get employee input and positively apply it.
• Encourage creativity in marketing endeavors.
• If there’s dead weight (employees hampering others’ progress) get rid of it.
• Foster competition that is professional and positive.
• Avoid micromanagement–which is definitely possible if the employee really is good.

According to Inc.com, one of the better ways to retain solid employees is to cultivate a practice of compensation that is always above market. It’s pointed out that compensation is integral to retention, as is regularly rewarding good performance. Both of these things require astute attention being continuously devoted to your employee’s actions. USnews.com has noted that stopping by to check on employees regularly is a very important part in enabling such retention measures.

Going Forward

MSP marketing can’t get off the ground without solid sales people who are retained through concentrated effort. Keep an eye on your good employees, get obstacles out of their way, compensate them fairly, and offer them realistic opportunities for career advancement within your organization. By giving them a clear career path and helping them to achieve success, their retention will become increasingly secure over time, and their exceptional output will likewise remain constant. The bottom line? You get out what you put in.

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Mark McGarvey

Mark McGarvey is president of One Click Solutions Group, a managed services in San Francisco and security provider serving small and mid-sized businesses with 20 to 100 employees in the Bay Area. Mark began his career in msp consulting, before living in San Francisco, in the 90s as a senior support technician for a then-small company in Austin, TX called Dell. After working for a number of organizations in desktop support/management and systems administration, Mark realized a passion for two things: Ensuring computer systems ran smoothly and keeping the people that used these systems happy and productive. This passion helped him get his IT business started in San Francisco!  As a small business owner, Mark empathizes with other business owners that need computer support in San Francisco and understands the things dearest to them: Increasing productivity and efficiency and keeping costs low and ROI high.