- 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.
- Continuum Operations Specialist
MSP Operations Specialist Exam
Building an MSP Sales Team
Learn to use metrics and effective hires to build a high-performing sales team.
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.
- 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.