Building an MSP Sales Team

Building an MSP Sales Team

Learn to use metrics and effective hires to build a high-performing sales team.

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About this course

Designed for MSP business owners and sales team managers, the Building a High-Performance Sales Team course describes how to lead a successful sales organization using data-driven metrics and well-coached, effective hires.

Objectives:

  • Describes how to provide plans, gamification, and compensation to encourage the right actions.
  • Enables success through an effective sales process.
  • Aligns that sales process with organizational values.
  • Examines cost structure as well as pricing and packaging strategies.

Each module contains a short instructional video followed by questions to check your understanding. Once you have completed all video modules, take the MSP Operation Specialist Exam and earn a score of at least 80% to become certified.

 

Curriculum02:18:25

  • Lead a Successful Sales Organization
  • Materialize Your Vision Through Leadership 00:03:41

    Identifies the qualities, techniques, and processes of effective leaders and shows how to apply leadership principles and techniques.

  • Building a Framework for Success 00:02:45

    Explains the importance of a systematic approach to building sales teams and identifies industry trends applicable to successful sales methods.

  • Creating a Data Driven Mindset: First Steps 00:08:55

    Defines a data-driven mindset, discusses the difference between hard and soft data, and outlines key metrics to monitor.

  • Blending Data into Your Culture 00:06:33

    Discusses how to improve an organization’s processes and tools based on the systematic handling of data.

  • Build and Manage an Effective Team
  • Finding Successful People 00:04:24

    Explains the various resources accessible to recruit effective hires and discusses the importance of successful team building and culture.

  • The Hiring Process: Phase 1 00:04:10

    Identifies the three phases of the hiring process and discusses first-phase steps—resume review, phone interview, and personality profile—in-depth.

  • The Hiring Process: Phase 2 and 3

    Outlines the second and third phases of the hiring process, including the in-person interview, high-level testing, letter of engagement, and hire.

  • Attributes of Successful People 00:06:29

    Identifies the seven common attributes of successful people.

  • Driving Your Culture in the Right Direction 00:05:29

    Explains the importance of being transparent and creating the right team for success by providing a clear mission and identifying core guiding values.

  • Building a Strong Team Culture 00:06:56

    Identifies techniques to build a strong team, outlines best practices to foster a recognition-rich culture, and discusses the importance of employee accountability and flexibility.

  • Developing Talent through Coaching 00:07:21

    Defines a successful coaching process that focuses on the middle two-thirds of reps and includes regular discussions that stress process importance.

  • Incorporating a Little Friendly Competition 00:09:47

    Discusses the importance of sales contests and identifies best practices for implementing gamification elements in a sales competition to motivate and recognize employees.

  • Deciding What to Compensate 00:05:05

    Explains how to create a simple, effective compensation plan that aligns with business goals and describes how to combine plan elements to best meet needs.

  • Developing Your Compensation Plan 00:09:37

    Reviews the steps to create a fair, meaningful compensation plan and covers the various roles, quotas, and payout models.

  • Putting it All Together: A Sample Plan 00:02:51

    Walks through an example compensation plan for an account executive that aligns with company goals, highlighting the differences between the straight-line and payout curve models.

  • Enable Your Team for Success
  • Structure of a Successful MSP Sales Force 00:08:56

    Stresses leading from the front and identifies the various functions, roles, and responsibilities of sales team members.

  • Establish an Effective MSP Sales Process 00:09:33

    Explains the importance of following one properly managed, clearly defined sales process to improve executive insight, reduce cost of sale, enhance pipeline management, and qualify leads.

  • The Art of the Package: Making the Intangible Tangible 00:05:02

    Describes the value of combining services into packages to improve product understanding, set clear expectations, protect profit margins, and make selling easier.

  • Anatomy of a Package 00:11:14

    Analyzes current package offerings and identifies areas for improvement, translating feature options into branded deliverables your salesforce can sell and your team can support.

  • Examining Your Cost Structure 00:03:48

    Explains how to examine your cost structure and account for all costs while creating your MSP products, aligning price with package design.

  • Pricing Strategies 00:08:34

    Details the various options for pricing and shows how to identify an effective per device or per user pricing strategy for specific packaged offerings while maintaining a high profit margin.

  • Assembling Your Sales and Marketing Toolkit 00:07:15

    Analyzes current content inventory and focuses on creating a successful Sales and Marketing Toolkit with materials that consider the audience and relate to activities.

  • Operations Specialist
  • MSP Operations Specialist Exam

About this course

Designed for MSP business owners and sales team managers, the Building a High-Performance Sales Team course describes how to lead a successful sales organization using data-driven metrics and well-coached, effective hires.

Objectives:

  • Describes how to provide plans, gamification, and compensation to encourage the right actions.
  • Enables success through an effective sales process.
  • Aligns that sales process with organizational values.
  • Examines cost structure as well as pricing and packaging strategies.

Each module contains a short instructional video followed by questions to check your understanding. Once you have completed all video modules, take the MSP Operation Specialist Exam and earn a score of at least 80% to become certified.

 

Curriculum02:18:25

  • Lead a Successful Sales Organization
  • Materialize Your Vision Through Leadership 00:03:41

    Identifies the qualities, techniques, and processes of effective leaders and shows how to apply leadership principles and techniques.

  • Building a Framework for Success 00:02:45

    Explains the importance of a systematic approach to building sales teams and identifies industry trends applicable to successful sales methods.

  • Creating a Data Driven Mindset: First Steps 00:08:55

    Defines a data-driven mindset, discusses the difference between hard and soft data, and outlines key metrics to monitor.

  • Blending Data into Your Culture 00:06:33

    Discusses how to improve an organization’s processes and tools based on the systematic handling of data.

  • Build and Manage an Effective Team
  • Finding Successful People 00:04:24

    Explains the various resources accessible to recruit effective hires and discusses the importance of successful team building and culture.

  • The Hiring Process: Phase 1 00:04:10

    Identifies the three phases of the hiring process and discusses first-phase steps—resume review, phone interview, and personality profile—in-depth.

  • The Hiring Process: Phase 2 and 3

    Outlines the second and third phases of the hiring process, including the in-person interview, high-level testing, letter of engagement, and hire.

  • Attributes of Successful People 00:06:29

    Identifies the seven common attributes of successful people.

  • Driving Your Culture in the Right Direction 00:05:29

    Explains the importance of being transparent and creating the right team for success by providing a clear mission and identifying core guiding values.

  • Building a Strong Team Culture 00:06:56

    Identifies techniques to build a strong team, outlines best practices to foster a recognition-rich culture, and discusses the importance of employee accountability and flexibility.

  • Developing Talent through Coaching 00:07:21

    Defines a successful coaching process that focuses on the middle two-thirds of reps and includes regular discussions that stress process importance.

  • Incorporating a Little Friendly Competition 00:09:47

    Discusses the importance of sales contests and identifies best practices for implementing gamification elements in a sales competition to motivate and recognize employees.

  • Deciding What to Compensate 00:05:05

    Explains how to create a simple, effective compensation plan that aligns with business goals and describes how to combine plan elements to best meet needs.

  • Developing Your Compensation Plan 00:09:37

    Reviews the steps to create a fair, meaningful compensation plan and covers the various roles, quotas, and payout models.

  • Putting it All Together: A Sample Plan 00:02:51

    Walks through an example compensation plan for an account executive that aligns with company goals, highlighting the differences between the straight-line and payout curve models.

  • Enable Your Team for Success
  • Structure of a Successful MSP Sales Force 00:08:56

    Stresses leading from the front and identifies the various functions, roles, and responsibilities of sales team members.

  • Establish an Effective MSP Sales Process 00:09:33

    Explains the importance of following one properly managed, clearly defined sales process to improve executive insight, reduce cost of sale, enhance pipeline management, and qualify leads.

  • The Art of the Package: Making the Intangible Tangible 00:05:02

    Describes the value of combining services into packages to improve product understanding, set clear expectations, protect profit margins, and make selling easier.

  • Anatomy of a Package 00:11:14

    Analyzes current package offerings and identifies areas for improvement, translating feature options into branded deliverables your salesforce can sell and your team can support.

  • Examining Your Cost Structure 00:03:48

    Explains how to examine your cost structure and account for all costs while creating your MSP products, aligning price with package design.

  • Pricing Strategies 00:08:34

    Details the various options for pricing and shows how to identify an effective per device or per user pricing strategy for specific packaged offerings while maintaining a high profit margin.

  • Assembling Your Sales and Marketing Toolkit 00:07:15

    Analyzes current content inventory and focuses on creating a successful Sales and Marketing Toolkit with materials that consider the audience and relate to activities.

  • Operations Specialist
  • MSP Operations Specialist Exam