MSP sales can be difficult because they often involve a longer selling cycle. Additionally, different MSPs have different idiosyncrasies in their specific selling practices, which can make the transition of new team members difficult. This reality needs to be understood and managed. You can’t just throw a new seller out on the floor.
Strategies to Enable Sellers
A good perspective is to determine areas newly hired salespeople have trouble adjusting to, and devise solutions for such disconnects. Following are three great ways to help provide your newest sellers the tools they need to make conversions more expediently:
1. Give Them Something Axiomatic, Like a Sales Manual Defining Your Processes
MSP sales teams need to have the “rules of the game”, as it were, established and available. Draft a document of best practices, including potential pitch scripts, statistics, things to avoid, and things to always do.
Print this off and provide it for new sellers as a readily-available reference. Provide new sellers examples of existing team members doing the job right. Give them something they can look back on as they’re finding their stride.
2. Train Sellers to Approach Making Conversions as a Team
Lone-wolf salespeople can undermine the whole team by promising prospects discounts which aren’t actually available. If a prospect is seeking information, gets some sketchy pitch, then calls back and is unable to obtain the same deal, he or she may be disinclined to convert. Get everybody on the same page, and perhaps structure incentivization to follow the group rather than the individual–depending on your operation, of course.
3. Be Very Careful in the Selection Process
There’s an old saying: garbage in, garbage out. Hire ineffective salespeople and expect reduced rates of conversion and a longer adjustment period. Be careful to hire the best people possible. Line out effective tactics. For example, tell someone you like that they’re just not right for you at this time, and see if they still try to sell themselves to you. This will show just how good they are at sales.
Preparing Sellers
MSP sales teams will be able to send new sellers onto the floor with more success if the selection process is managed well, a team mindset is fostered, and you provide solid selling materials to help inform new employees. Expect more conversions quicker with better preparation.
