MSP Sales Incentive Techniques to Consider

MSP sales are more effective if incentive-motivated employees are enabled. Increased motivation leads to sales being attained which otherwise wouldn’t be pursued. Following are techniques to help you communicate such motivation:  


  • Aim energies at the long-term
  • Get the right sellers and incorporate them into your community
  • Expand competition beyond the individual to the entire team


Aim Energies at the Long-Term 

Your MSP sales should be made up of salespeople who aren’t in a “high-turnover” category. Good sellers will yet have bad months, and bad sellers will have good months. You want to hire people that you intend to keep on your selling team in a career capacity. This will require benefits, a base-rate, proper training, and management. Your goal is to avoid hiring any personnel who aren’t effective.   


Get the Right Sellers and Incorporate Them into Your Community 

Once you’ve got a long-term selling strategy, you want to get the right people. They may or may not have previous tech experience. If you think you’ve got the right person for the job, at the last moment, tell them you’re going to go with someone else and see if they try to pitch their skill to you. A good seller only takes no for an answer when not accepting it would be legally troublesome. If they’re a good fit, they’ll fight for themselves.  


Expand Competition Beyond the Individual to the Entire Team 

When you’ve got incentives for selling goals, individual payout is important. But it’s also wise to extend such incentives to the entire team. There are going to be ebbs and flows for good and bad sellers. Lap sales or conversions that just fall into a person’s lap, requiring no effort, will happen. Individual incentives can miss that, demoralizing teams. Team incentives have greater long-term sustainability.  


Increased Conversions 

Consider your existing situation and where augmentation may be worth exploring. For your MSP sales, design outreach for the long-term, acquire the right sellers, and adopt a team-based incentive paradigm to see better results.

Marc Bartholomew

Marc Bartholomew is the CEO and founder of Integritechs Technology Professionals, a Los Angeles based Technology support provider, offering a variety of managed IT services in Los Angeles to small businesses. Integritechs provides a wide array of IT solutions in the greater Los Angeles area, with an excellent service by aligning their goals with their customers: stable, reliable Los Angeles IT services, managing technology throughout its lifecycle, while controlling costs. Marc believes the best way to accomplish this is through regular, proactive management. Integritechs achieves this by encouraging scheduled visits and bundling everything their customer's needs into their managed services plans in los Angeles to keep their systems running smoothly.