Magazine Article | July 1, 2019

MSP Sales: Managing Before New Business Is Acquired

Source: Channel Executive Magazine

By Nathan Austin & Steve Riat

Setting your new sales team member up for success requires planning, expectation setting, and mutual investment of time and effort in the months to come.

Defining reasonable expectations and milestones (based on the unique experience of the new team member), holding them accountable to executing the plan, and providing organizational support to assist with building the new sales professional’s knowledge of your business will increase the probability of success with your new hire. While sales professionals are ultimately measured by the revenue they can produce and/or support, we are going to address what to manage and measure before new revenue is attained by your new sales professional.