As an MSP company, it makes sense to have objective goals rather than subjective goals. Subjective goals are on shifting sand while objective goals have clear numbers behind them. Additionally, you can avoid biases and make your arguments for these goals using the available numbers.
Objectives to Seek
There are multiple objectives you can use to help organically motivate salespeople in a way that’s fair and balanced. Following, we’ll briefly explore some of the more common metrics MSPs use as a means of giving you a starting point and stimulating your imagination:
Define Objectives Around Sales and Profit Expansion to Realistic Levels
Your MSP company needs to examine where things are, the market share that can be expected, and where the gap is between these numbers. Look at existing clients, look at existing personnel and set sales objectives pertaining to profit expansion which can be feasibly derived from the data. Then, push the number up a percent or half a percent, or whatever is appropriate. That way, if you fall short of the expanded objective as a team, you secretly hit the real objective. Don’t push things too far in this area, though, or you run the risk of wearing out personnel.
Look At Personnel Numbers and Design Objectives Around Expanding Them
Sometimes a salesperson hits X conversions one month, but Y conversions the next. You want to look at their patterns over a few selling cycles to get an idea where their “sweet spot” is and what potential you can expect them to expand into. Look at personal numbers for all personnel and design specific realistic objectives for each individual on your team using the same strategies you put toward overall sales and profit objectives.
Cross-Selling, Upselling, and Increased Representative Conversions Are Recommendable
Cross-selling, upselling, and expanded conversions among representatives can be great objective goals to define and seek. This will, of course, depend on the products or services you’re selling. Still, if there are opportunities for your MSP here, these can be some fine metric goals to set.
Look Into Non-Sales Tasks and Reduce Them While Enhancing Associated Selling Processes
Any sales team routinely finds itself involved in tasks that have nothing to do with sales. You want to reduce these tasks as possible. Simultaneously, you want to enhance processes that are associated with selling. Define goals in either category and pursue them.
Designing Realistic Objectives That Your Team Can Hit
As an MSP company, you would do well to define objectives around expanding sales as a group and for individual sellers. Additionally, you might consider tactics pertaining to upselling, cross-selling, conversion increase, and reduction of tasks not related to selling.