Who's Running Your Sales Program?

MSP’s face a large number of sales and marketing challenges.

• First, do you communicate your technical expertise or the value of the results that you produce?
• Secondly, do you wait for the phone to ring with prospective customers? Or do you have a pro-active outreach program to find prospective customers?

A Few Problems

Many MSPs that fail to achieve their level of success have encountered the problem of working in an environment where their sales program actually runs the business. Reactive selling is the hallmark of an organization which will sub-perform financially.

The founders of that organization frequently become personally frustrated and or just plain outright angry as a result of their company not achieving their goals.

If you are the founder of your business and your business is not producing the results that you want, you should pay careful attention to the following ideas.

How much time can you take off from your business?

First and foremost, how much time can you take off from your business? If the answer is none or next to none, then you have a sales program that’s running you.

I fervently believe that very few if any MSP’s started their business in hopes of having 24 hours per day 7 days a week 365 days per year job. Yeah, you heard me it’s a job if you have to work for your income.

A business should be defined as an entity that creates wealth for its owner without the owner working 24/7, 365. This wealth is created as a result of the valuable results that your sales program produces for you.

If you aren’t focusing on finding the next new customer, then you are hoping that your sales results will be proactive.

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