MSP Sales Flourish with the Right Salespeople

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.  

Yoon Choi

Yoon Choi

An 12 year veteran of the IT Support in LA industry with a broad background consisting of start-up, SMB and Enterprise level engagements, Yoon’s experience spans a gamut of industries including legal, financial, manufacturing, media, medical and professional services in both hands-on engineering and executive roles. Yoon brings a well-seasoned viewpoint and expertise in key operational areas such as service delivery, process improvement and workflow management as well as key technical competencies in the areas of cloud based PaaS/SaaS/IaaS, VDI and virtualization, telecommunications and traditional managed services. Currently Cisco certified, Yoon is a graduate of UCLA. When the partners started Advanced Networks in 2004, the vision was simple: Be the most trusted and respected IT services providers in Los Angeles and throughout Southern California with a reputation for reliability, innovation, and a commitment to customer service. That vision remains just as strong today as it did back then. We’ve made it a point to hire the brightest and most talented team members we could find who share this vision and Yoon Choi matches this description perfectly. Yoon shares the belief of the CEO that it’s that our IT support business in LA starts and ends with the happiness of our customers.