MSP sales are more sustainable if you acquire experienced sellers. Knowing the tech inside and out isn’t as valuable in terms of sales as being able to have personable interactions. Knowing the tech to some degree is necessary, but selling is a skill. Accordingly, your MSP must hire the right people. Following are three ways to help you do that:
Find Good Listeners Who Can Handle Rejection
MSP sales teams need to be made of people who understand the spread of conversion and rejection. There will always be more rejections than conversions.
Sellers have to be able to handle the rejection without having performance negatively impacted. One way to test for this may be deferring the hiring of qualified candidates to a subsequent interview, and seeing how they react.
Seek Out Those Naturally Trustworthy
If you can’t trust a seller, it’s unlikely that a prospect will convert when that seller is foisted on them in public. Testing trustworthiness can be difficult. This can be an intangible quality that may be equated with a gut instinct.
Still, there are certainly little trials you can devise to help determine which candidates are more or less trustworthy. Drop a $20 from petty cash, see if they return it to you. That’s a bit cliche, but you get the idea.
Good Sellers Care for Customers, Are Competitive, and Want Recognition
The best sellers understand conversion is actually the initiation of a relationship between your company and the client. This makes them naturally cognizant of customer service. They will actually care for clientele. Additionally, they’ll be competitive and will fight for recognition.
Optimized Sellers Convert More Clients
MSP sales will definitely increase if you acquire the right kind of sellers. To find ideal sellers for your MSP, seek those who listen well and can handle rejection, those who are trustworthy, and those who have a competitive thirst for recognition that simultaneously values clientele.