When an MSP grows, they face an important choice… Should you continue to handle sales on your own, as the owner of the business, or should you hire a salesperson or team to handle them for you? Although hiring salespeople is a risky investment, many MSPs find it’s a crucial investment because the owner simply can’t handle it on their own anymore. Therefore, it’s a necessary step to achieving long-term growth and success in the marketplace.
Virtually all MSPs, regardless of size or location, are aiming to increase monthly recurring revenue clients. You’re in the business of sales first and foremost. But there are significant challenges involved with hiring and maintaining a sales team to ensure they have clear processes in terms of:
On the bridge side, there is value and insight to be found in the challenges you, as an MSP, face when it comes to hiring and maintaining a sales team. As you’re already aware, there’s actually a lot more work than simply selling a product or service in the sales world. Your sales team does a lot more than that. They spend time prospecting, driving from appointment to appointment, updating records with relevant information, and much more.
You know the challenges salespeople face because you’ve seen them in your own managed services business. You’ve likely found workarounds, given your technology expertise, to address your own sales challenges. Perhaps you’re automating follow-up after a certain number of days or using the cloud to stay connected while traveling. So how do you use this knowledge to your advantage?
It’s quite simple, really… Target businesses with outside sales teams. Talk to them about your own challenges and what workarounds you’ve found to be effective. If you’re anything like most MSPs, you’re likely leveraging cloud-based services to handle a lot of the challenges associated with sales. Use this knowledge to your advantage.
CPU, Inc. was an MSP before. We know the challenges MSPs face and we connect with our prospects on a level that many cloud providers simply can’t accomplish. I urge you to adopt the same mindset and use your own experiences, insight, and knowledge to your advantage. The MSPs thriving in marketing and sales are the ones using the solutions they’re recommending: cloud-based CRM software, productivity tools, and other remote access solutions.