Building and Nurturing a High-Performance Dedicated Sales Team
It cannot be overstated how important it is to develop a skilled, dependable, and well-trained sales team. Regardless of the size or income of your MSP practice, it would be best if you had a strong sales team to continually acquire new clients, upsell existing ones, and create a revenue engine capable of long-term development.
Developing a solid and dedicated resources team for the sales team is not as straightforward as gathering a group of talented individuals and challenging them to begin selling your product. You must recruit the best talent, implement the best practices, and have the best training support.
Hire passionate, diverse sales reps
Hiring a sales team is difficult, even more so if you are not from a sales background. If you know what you’re searching for, you’ll find it. What is the first step? Define the soft skills that the new dedicated resources for sales should possess.
Naturally curious and humble salespeople are willing to learn from leadership, mentors, colleagues, and their own experiences. I look for one quality in a salesperson: passion. You can teach talent, a technique, and product awareness, but not move.
There is ethnic, gender, and experience diversity are also important. It is also more critical for the internal culture of the team. Teams lack diversity and often shape cliques, which can be detrimental to the success of a “people-driven” company such as an MSP.
Go all out with training.
It’s a no-brainer: improved sales education results in increased productivity over time. Whatever onboarding process is appropriate for your MSP, it should be results-driven and organized. Consider several modes of learning to aid sales representatives in retaining knowledge over time. At IT By Design, we aim to integrate various elements into our sales team’s onboarding process and inquire about new reps’ preferred information processing methods. If role-playing assists them in absorbing a definition, we do so as well.
Additionally, dedicated resources invite different leaders from around the organization to participate in the onboarding phase and ongoing training and annual planning sessions, allowing the sales team to take a broader view of our market.
Each time we onboard, we provide them with the time and space necessary to learn the content and practice in their unique way. This occasionally requires slowing down our onboarding program and extending it out for a more extended period to ensure that, at the very least, the most important topics and talk tracks are not taught just once but replicated or summarized multiple times.
To supplement the instruction, we have prepared follow-up materials that include a video or audio recording of a leader’s talk track and a couple of field examples. Additionally, we mentor our sales team by matching them with our product leads to build their trust.
Opting for a suitable compensation model for the business
The way your sales compensation package is structured directly impacts the type of talent you will attract and retain. You can compensate employees by the commission, bonuses, base salary, or a combination of the three, but avoid hard limits on bonuses and commission. Create an open-ended incentive structure with dedicated resources that allows sales representatives to optimize their earning potential while maintaining their motivation to sell. Although the importance you place on specific performance metrics can vary, the overarching aim of fostering an organizational culture that values urgency and rewards high performers should not be compromised.
Encourage collaboration, not competition.
The whole sales department is creative rather than just a group of salesmen. Make sure you concentrate on their teamwork, promote it, and inspire it. Monthly learning opportunities should be set up instead of regular huddles. This is to allow everybody to work together in an endeavor to exercise their creative and analytical thinking.
Use the term “One Squad, one goal,” driven by dedicated resources to encourage individual and collective success. Cooperation with other teams doesn’t stop here; note, it doesn’t stop with the group. Familiarize the sales staff with their client’s requirements. This will get them to go over their sales presentation for the third time. At the business side of the IT Bureau, our sales and marketing team meets weekly for one hour to combat email issues and establish our brand in the channel.
Back every sales decision with data analytics.
What constitutes a “healthy method” is constantly evolving. Ten years ago, sales were considered an art form. You needed to exert control, convince, and be exceptionally well-spoken. Over the last five years, sales have been increasingly science-based. Therefore, optimize the sales funnel by analyzing data and forecasting customer habits and trends.
CRM can be an invaluable resource for successfully planning sales and revising KPI dashboards. Utilize a customer relationship management (CRM) program that includes data analysis to assist you with customer loyalty and account development. Ascertain that the inside sales team collects data from various outlets, including chat sessions, social media, and email correspondence.
Pricing, promotion, marketing, and sales strategy are essential to a productive and successful sales operation. To make a name for yourself in the channel, seek out and recruit great people, and to keep them, establish an award-winning compensation system.