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.
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.