Four Tips to Avoiding Common MSP Sales Blunders
If you have ever walked out of a sales call and thought, “hmmm, that didn’t go well,” then you’re not alone. Recently, the Intronis team hosted a webinar with Gary Pica, renowned MSP sales coach, to discuss many of the common sales gaffes that often inhibit an MSP’s efforts to grow a strong monthly recurring revenue stream.
Interestingly enough, Gary pointed out that one of the top sales mistakes MSPs make is around what they are selling, not how they are selling it. Tip #1: Don’t sell everything to anyone. Limit your offerings and refine your reach so you can effectively and profitably service your customers and meet their business needs. You control the customer experience and results by controlling the elements of your managed services offering.
Next on the list: A lack of a real and written sales strategy. The most successful MSPs have a business plan, and clearly articulated goals that they can measure their success against. That said, Tip #2 from Gary was fairly straightforward: Set your strategy and have a well-documented plan. With the New Year fast approaching, now is great time to tackle this common MSP oversight.
Tip #3: Be accountable. A plan isn’t worth the paper it’s written on without accountability. MSPs fail when they lose sight of their goals and objectives or don’t hold their team accountable. To prevent this from happening, Gary encouraged our partners to decide who in their business is responsible for the day-to-day tasks that will result in meeting their sales goal. That person may be you, or someone on your staff, but the bottom line is there needs to be someone dedicated to keeping your team on track.
Tip #4: Formalize your lead process. In order to successfully add more recurring revenue, Gary encourages MSPs to take the time to understand just how many leads are needed to achieve the company’s objective. That means diligence in watching what leads pan out, what leads die, and the time and process to turn a lead into a sale. Formalizing your lead gen process, straight through to a signed contract, will make it easier to grow and manage your business, while replicating success.
Start the year out strong and avoid these sales blunders by taking time to focus your business and plan for the future. Set your goals and create a plan to achieve them. Don’t forget to socialize the plan with the entire sales team and communicate what everyone is responsible for. Measure success, celebrate your wins and learn from your losses.
Carol Ferrari, is VP of marketing and customer success at Intronis Find out more about Intronis’ partner program. Guest blogs such as this one are part of MSPmentor’s annual platinum sponsorship.