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October 15, 2014

4 Keys to Igniting Your Sales

Adam Slutskin
Chief Revenue Officer
ConnectWise, Inc.
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One of the biggest challenges facing most MSPs is finding time to focus on sales efforts when existing resources are already allocated elsewhere. If you’re facing a similar struggle, hope is not lost! No matter how big or small, your company can capitalize on sales efforts by embracing these key aspects of the sales process.

The truth is that outbound and inbound sales are niche skillsets that require a pretty narrow focus, but that doesn’t have to mean hiring new employees. No matter what their current role, every employee has a particular set of strengths, and you might be surprised to find out what they are. Maybe your quietest engineer excels at finding new business, or your help desk manager loves navigating potential clients through your products and services.

Take stock of what lights your team up, and where skill gaps appear. Once you’ve got a good idea of what you’re working with, you can use these focus areas to see significant sales growth

Career Pathing

Growth depends on having the right people in the right roles. You don’t want to overload your team by doubling or tripling their responsibilities as you grow, so start by understanding where each team member fits best. Ask them where they see themselves down the road and develop a plan to help them get there. Knowing they’ll be able to move into satisfying roles as the company grows will keep them motivated to see that growth through.

Lead Generation

Anyone responsible for outbound sales needs to be actively collecting leads. Motivate your team by providing clear metrics that measure their results, and accompany those metrics with a rewards system. Virtual and hands-on rewards help keep your team excited about their work and can inspire some healthy competition once your sales team starts to grow.

Responsiveness

When someone calls an IT services company, they’re looking for an immediate response. Making sure someone picks up the phone every time a call comes in means you won’t miss out on a new business opportunity. If you can’t hire someone dedicated to inbound sales, consider assigning incoming calls to an existing receptionist or forwarding them to a cell phone.

Takes One to Know One

When it comes time to hire new people, you’re faced with the challenge of finding the right fit, often without expertise in the skillset you’re looking for. Even someone who aces the interview might not be the right fit for your team. Count on your existing employees, who you already know and trust, to refer the best talent to you, and reward them with referral bonuses for new hires that stay.

Navigating the shift toward a sales-oriented business focus doesn’t have to be difficult. By proactively taking stock of existing strengths and gaps in your team, and by understanding the right fit for new talent, you’ll be prepared motivate your sales team and see them through to significant success.

Catapult Your Sales Team to Success

Learn strategies to develop your sales team from industry experts in episode 6 of our MSP:360 webinar series, Creating a Sales Culture: Develop Your Sales Team to Drive the Growth of Your Business.

Watch Now!

Adam Slutskin Chief Revenue Officer
ConnectWise, Inc.

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One thought on “4 Keys to Igniting Your Sales

  1. […] what key metrics can help set your sales team up for big wins. Armed with the information you’ll find in the full visibility of the right solutions, you can […]

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