MSP Sales Metrics That Are integral to Revenue Generation

MSP sales won’t increase in terms of revenue generation automatically. If you don’t have steady rates of increase, your business may not continue to function. You need sustainable means of ensuring economic and financial “homeostasis”. 

Growth should be part of your bottom line. Sales are core to ensuring growth is continuous. Following are several metrics you should familiarize your team with to help optimize your existing processes:   

 

How Many Stages Are in Your MSP’s Cycle? 

MSP sales cycles are usually larger than most other businesses. What you’re providing is likely going to be core to the needs of your clientele for years, and can end up costing millions of dollars over a few decades. They’re looking at working with you as an intense partnership. Accordingly, sales takes longer. You’ve got to court them, and you can’t always be pushing for a close. You’ll need to be informative, touch base, follow up, check in, and gently pursue the lead to conversion. Defining this with measurable cycles in various stages helps you refine your outreach. 

 

Average Time Prospects Spend in Stages 

Introduction could be a luncheon or it could be a business card. It could be a courtesy call or an email. Do you have a product which you can pitch swiftly and convincingly to your target demographic without being promotional? Do you have a competitive value statement? What’s your upsell game like after conversion? How you time it can open you up to further selling opportunities.  

 

The Average Profit of Conversion  

You’ll need profit margins requisite to the length of the buyer’s journey through your sales cycle. Determine the average profit from sales and average increase through upsells of existing clients over time. This information helps direct further operational enhancement.  

 

Optimizing Sales Technique 

You need to focus on gathering information about operations to design relevant MSP sales strategies. Know average profits, stages, and stage times to help round out forward success in client conversion. 

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Ravi Jain

Ravi Jain is the Chief Executive Officer for Technijian, with a demonstrated history of working in the information technology and services industry. Skilled in Enterprise Software, HP Products, Storage, ITIL, and IT Service Management. <a href="https://technijian.com/ professional with a BS focused in Physics from University of California, Los Angeles. For over a decade, Technijian has strived to provide Fortune 500 IT Support in Orange County for the small to mid-size businesses. During this time our client base has grown from small office with less than 10 people to mid-size businesses with over 50 employees. We offer corporate wide Managed IT Services for Orange County clients with hotels all across the country as well as IT support for medical device startups here in Orange County. Regardless the size Technijian strives to deliver "Technology Support Your Way".