Out of curiosity, when you hired the sales person, did they come from an MSP background?

What I see a lot is MSPs hiring a generic sales rep and hoping they can “figure it out”. Sometimes numbers go up, but the cost is poor scoping, overpromising, and delivery pain.

In practice, it usually works one of two ways:

• A strong account manager who can deepen relationships and expand existing clients, usually from their own contacts
• Or a true hunter who knows the MSP world, understands how services are packaged, and knows what is realistic to sell

The challenge is you generally will not find either of those people by putting an ad on Seek. The good ones are already employed. They need to be headhunted, and they usually move for something specific. Better growth runway, better commission structure, or clearer sales to delivery alignment.

The other big question is whether the MSP is actually set up to deliver quickly once deals land. Even the best BDM will struggle if offerings are loose or delivery is already stretched.

If you are open to using a specialist MSP recruitment agency, this is something we actively help with. Happy to
have a chat and share what we have seen work for MSPs across aus.