How Can You Shake up Your Satisfied MSP Marketing Sales People?

lazy-workerMSP marketing is integral to ensure that a Managed Service Provider has enough clients to retain its operations. But businesses are like certain species of shark. Great whites must continue swimming, or they die. Businesses must continue profitably expanding, or the same thing happens. The reasons are elementary: things like inflation and brand awareness ebb and decline if the “ball stops rolling”, to wax colloquial.

So a managed service provider is going to deal with competition, they’re going to deal with inflation, natural disaster, etcetera; and if profits aren’t continual, than any item like that could easily derail an operation.

What does all this mean? Simply: marketing your MSP may be more important than ever before. Establishing a client base isn’t enough, you must continually build on that client base.

The Value Of Positive Reinforcement

One of the biggest problems those in MSP marketing come up against is, strangely enough, comfort. A salesperson will hit a certain commission level of regularity and simply become comfortable where they’re at. They won’t try as hard, because no longer is there any motivation to succeed past the point they’ve attained. This can be bad for a business; salespeople need to be continuously aggressive in a polite, marketable way. They need to be hungry for sales, for increase.

What can you do to help them along? Well, one thing you should never do is cut back on their incentives. That’s basically punishing a good employee for doing a good job. While their contemporary complacency isn’t what your business needs, losing the money invested in that employee because they quit, then losing additional money hiring a new salesperson and training them, is definitely going to cost you more in the long run. It could cost you more than a really nice car — and speaking of which, that brings up a great means of incentivizing workers. Positive reinforcement.

Say your top salesperson has been outperforming their peers for over a year, and it’s time for a promotion. Get them a fancy new company car as well — one nicer than anything in their current budget. A new car like that may force the person to upgrade their housing situation as well, which naturally requires more sales. If, at this point, they’re leading a team of other salespeople, the drive to succeed will definitely yield increased returns.

Other Tips And Tricks In Motivating Marketing Sales People

There are a lot of ways to help psychologically prepare your employees for continued, sustained excellence at the highest levels of output they have the capability to sustain. Some popular methods of motivation include:

• Promotion
• Intra-office competition
• Inter-office competition
• Increased responsibility
• Recognition
• Getting them that lifestyle-upgrading company car

Do whatever you’ve got to do within the bounds of ethics to motivate your sales people. Sales are integral to operations, especially in a marketplace that grows competitive by the minute. Things like the cloud, system support, data recovery and emergency measures are all steadily becoming common parlance. The more commonplace they become, the greater individual companies will need to expand in order to maintain profitability.

Sustaining Success

MSP marketing is sustained by treating talented employees as they deserve to be treated. Doing this will motivate them more than monetarily. You’ll inculcate a loyalty in them which predicates altruistic motivation; a kind altogether more powerful and reliable than that which comes from money. If you only incentivize using cash, some other organization who pays better could scout and get your finest sales person. But if you incentivize based on loyalty, no money in the world could draw them away.

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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.