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Why Some MSPs Can’t Keep Good Salespeople

19

Nov, 13

Why Some MSPs Can’t Keep Good Salespeople

One business struggle I observed from multiple business owners while attending a peer group meeting was the challenge of hiring and keeping good employees — especially salespeople. During one of the small group sessions I sat in on, one small business owner described his frustration with a star sales rep that recently quit without notice a few months ago, with little more than an email announcing he’d never be back. This was the second time this MSP had experienced this type of resignation.

The initial response of the other CEOs in the peer group was to offer up the reasoning, “that’s the way all salespeople are.” As someone who’s been on the employee side of the fence for most of my professional career and even spent three years as a sales rep, I was able to see something clearly that these intelligent, well-meaning business owners were missing.

Consider this: All the business owners at this event left their work for two to five days, believing that getting the latest business training from their peer group and vendor partners would pay for itself many times over in the long run. Contrast that scenario with what many newly hired salespeople (including the MSP’s salesperson mentioned earlier) get: 90 days to hit a sales quota or be fired!

It’s not that probationary periods and sales quotas are bad. But, if a new hire’s initial impression of your company is that they’re just a number, and they’re on their own to get good or get gone, how can you expect them not to leave as soon as they sense they aren’t going to hit a sales quota that month or quarter?

In the same way that it’s 10 times more expensive to find a new customer to replace one that goes away, it’s very costly to replace a star player with someone new. What if, once you find that next star player (after the myriad of interviews, background checks, references, and testing), you share some of the success secrets you’ve learned along the way and help them get plugged into the kind of training and peer accountability groups that have helped you get to where you are today?

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