There is a degree of MSP sales that simply requires hands-on learning. However, there are some things that have been discovered and don’t need to be discovered again. If you’re wasting time, fighting through an operational protocol that has already been established elsewhere, that’s simply unnecessary. Following are several characteristics you’re likely to see among successful sellers:
- A High Quotient of Emotional Intelligence
- Very Organized Working Habits
- Motivation That Comes from Within
- The Ability to Keep Fighting Through Let-Downs
- Continual Striving for Personal Improvement
A High Quotient of Emotional Intelligence
Salespeople need to have almost a sixth sense when it comes to gauging how a prospect feels about conversion. However, any sense needs honing. When you’re acquiring salespeople, you want to devise a means of testing their emotional intelligence to determine if they’ve got the ability to properly convert clients. The good thing about emotional intelligence is that it can be expanded over time, given experience. Everyone becomes more emotionally intelligent with maturity, which is one reason older salespeople can sometimes be more effective than younger ones, even though younger ones may better understand the technology sometimes. Customer service representatives can be good salespeople because of their emotional intelligence, but they’re likely to lack drive, which is another factor to consider. How emotionally intelligent your seller is has great importance, but MSP sales can’t rely on this alone.
Very Organized Working Habits
Sometimes, those who work as professional cleaners may not have the cleanest homes themselves. It doesn’t mean they can’t clean; it just means that they hone their efforts in one direction. In terms of good, organized working habits, you want to gauge your sellers by their organization in the office. Organization doesn’t need to have a conventional appearance in order to be effective. You want organization, but you don’t want homogeneous organization. Your sellers need to be diverse because your clients will be.
To determine if a candidate internally or externally is organized, you need to use some powers of deduction. A résumé can be a great reflection of mental organization, though it may also have some doctoring from without. Cover letters and resumes can help you determine both mental organization and emotional intelligence. A third factor is time, though. You need to see how employees organize themselves over time. If you’re moving internal workers around, you’ll be able to tell beforehand.
Motivation That Comes from Within
You can lead a horse to water, but you can’t make him drink. You can prod a seller to increase conversions, but you can’t force them to. Their drive to succeed must come from themselves, not from you. Certainly, you can help it along and add some “energy” to it through management techniques. At its core, you want a self-motivated individual in sales.
The Ability to Keep Fighting Through Let-Downs
The rate of conversions that indicates success will differ depending on your MSP, but something that is constant across sales is that this rate is usually below 50%. There are always outliers, but seldom are there areas where more than 50% of sales pitches consistently, over many years, lead to conversions. More likely, you’ll expect conversions to be somewhere between 5% and 30% of pitches. Many departments consider it a success if they’ve got a conversion rate higher than 15%. The point is, your sellers are going to lose far more prospects than they are able to convert. Maintaining profitability consistently over time requires persistence and the strength to overcome continual rejection.
Continual Striving for Personal Improvement
Last but not least, you want employees on your sales team to continually push themselves. Good athletes are always trying to push further than they were able to go before. Likewise, good sellers should try to increase the effectiveness of their selling. If they’re self-motivated and receive either commission or incentive, this can really help.
More Effective Sales
If you’ve got an MSP sales team that is personally driven to convert and improve themselves, even through difficult let-downs; if they’re very emotionally intelligent and organized, you’ll likely see better rates of conversion. Accordingly, carefully choose your sellers.