If your team’s performance in selling MSP services is lacking, you’re not alone. Too many MSPs think they can skate by on good intentions and general sales knowledge. Wrong. Success in selling managed services requires a solid framework, not a guessing game. Here’s how you can set up your team to go from struggling sales reps to experts in MSP sales training and client acquisition.
Step 1: Set Crystal-Clear Expectations For Selling Managed Services
One of the biggest killers in selling managed services is a lack of clear goals and metrics. If your sales team doesn’t know exactly what success looks like, they’ll flounder. Want 50 calls a day? Say it. Want three new appointments every week? Spell it out. Define KPIs, and don’t just set them—track them weekly.
Practical KPI Examples
- Calls per day – How many times are they picking up the phone?
- Appointments set – How many qualified leads are booked each week?
- Follow-up metrics – Are they consistently following up with leads?
Setting these standards and holding them accountable is a non-negotiable in any successful MSP sales training program.
Step 2: Equip Your Team With MSP Sales Training And Tools That Win
When was the last time you invested in MSP sales training specifically for your team? No, I’m not talking about a “feel-good” workshop. I mean tactical, technical training. Equip your team with:
- Scripts tailored for MSP sales conversations
- Objection-handling techniques for the most common pushbacks in selling MSP services
- Role-playing exercises every week to reinforce skills
Here’s the truth: selling MSP services isn’t a one-and-done learning process. Your team needs continual training to stay sharp and competitive. Weekly coaching and practice are essential.
Step 3: Gamify Your Process And Create Real Incentives
Sales thrive on competition. No one wants to put in the hard work just to keep the lights on. They want to win. Create tangible incentives: bonuses, prizes, recognition, or even “Office Champion” of the month. Set up a leaderboard and you’ll see a performance boost almost instantly. Make it clear that top results in selling managed services will be rewarded.
How To Gamify Sales Effectively
- Set milestones – Daily and weekly targets that are achievable but challenging.
- Offer tiered rewards – Create different levels of rewards for different levels of achievement.
- Recognize success – Make it public, whether it’s an announcement in team meetings or a shoutout on a shared digital platform.
Step 4: Drive Accountability With Relentless Follow-Up
Success in selling MSP services isn’t a cakewalk; it’s a grind that demands grit. Build accountability into your sales process, starting with weekly KPI reviews. If someone consistently misses targets, address it now—not in six months. Make it clear that accountability isn’t optional, it’s a requirement for success.
Key Accountability Tips For Selling MSP Services
- Weekly check-ins – Go over KPIs, metrics, and daily activity.
- Address issues immediately – Don’t let poor performance slide.
- Ask direct questions – Are they making calls? Following the script? Closing deals? Direct questions get direct answers.
Step 5: Foster A Relentless, Winning Mindset
To excel in selling MSP services, your team needs to embrace a mindset of resilience and grit. Every “no” is just a step closer to a “yes.” Teach them that this isn’t rejection—it’s redirection toward the next opportunity. And if they’re ready to put in the work, success is theirs.
