MSP sales techniques will vary among salespeople. Following, three kinds will be explored to help give you an idea where your MSP falls, where you might like to be, and whether combining methods makes any sense:
Those Who Hunt for Sales
MSP sales teams that hunt usually have greater ebb and flow between times of plenty and times where little profit defines operations. This may not always be the case. Sometimes, a salesperson hunts for a “big fish”, catches that “fish”, and everybody on the “vessel” of your MSP eats well for a few operational seasons.
The thing is, no score is so effective as to require a cease of further selling endeavors. So, sellers that hunt, only seeking “big fish” may not serve you best. Then again, get enough of them producing prospect conversions at regular intervals, and you may retain perpetual profitability. Some businesses do better with hunters.
Those Who Farm for Sales
Generally, those sellers who farm for sales will yield a more sustainable business model over time. Larger businesses sometimes transition from hunter to farmer sellers.
Farmers will upsell existing customers, and they’ll carefully cultivate leads such that they have regular conversion rates. Sellers who farm often don’t get “catches” as big as those who hunt. However, they do tend to be more reliable in terms of regular metrics over time.
Those Who Engage Both Strategies
Some sales teams hunt and farm simultaneously. Those who manage them will categorize teams such that hunters are in one group, farmers in another. A twofold strategy employing both extremes will have necessary overlap, covering seasons throughout the year where sales slump.
Finding Your Balance
What sort of MSP sales strategy defines your operation will depend on management preference and your local region. Hunters, farmers, and hybridized teams employing both can be successful to different MSPs at different levels. Figure out where you are and whether a change in operational strategies is appropriate.